One thing many of our customers encounter is the dilemma of not knowing when and how to walk away from a deal that isn’t right for them. There are countless reasons why this scenario might arise – the trick is not only being able to diagnose when these circumstances are happening but exiting in..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Previously, we looked at the large picture issues involved with writing effective sales proposals. Today, we’re bringing you the second part of this two-part series and digging deeper into the interior specifics for strong proposals.
Proposals. Whether they’re for sales to secure business, for grants to gain funding, or even the most basic of asking someone to marry you, proposals can be stressful endeavors that require a lot of time, thought, planning, and resources. While we can’t help you plot the perfect marriage proposal,..
In an ideal world, sales training would involve learners of roughly the same level of experience and knowledge. The reality, as literally anyone involved in education can tell you, is often the complete opposite. Thus, the thorny problem – how to customize sales training so that it benefits..
If you’re a sales manager these days, there’s a good chance you’ve faced the problem of having young, inexperienced sales reps who don’t have the background or training to succeed in their new career without help. They might need more direction than you’re used to giving your direct reports and it..
In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness...
We often encounter sales reps and business development reps who have reached out to us and ask “When should we follow up?” and “What do we say when we follow up?”. Just like in the job market, there’s a push-pull tension between wanting to reach out soon enough to maintain top of mind presence, yet..
One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery,..
In business, and in life in general, it’s a good idea to have at least one elevator pitch handy for when you meet new people. It helps to break the ice and lays the groundwork for a possible future relationship. While most of the conversation in the blogosphere and the publishing world centers..
In this interview with Selling Power, Janek Managing Partner Nick Kane discusses the onboarding process, highlighting key areas that are stumbling blocks for organizations trying to put together an effective onboarding program. He also emphasizes the difference between those companies that have a..