While we all know that today’s buyer is much more informed than ever before, doing preliminary research and review to the point where they’re approximately 60% of the way through the process when they’re ready to buy, the reality is you can’t afford to wait until they’re ready to purchase. In fact,..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
I learned early on in my sales career the importance of an effective voicemail after leaving countless messages that didn’t receive a callback. The voicemail is your opportunity to touch base on a more personal level with a client. While the quantity of replies might be lower, the quality of..
You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales. In tandem with our most recent white paper on Developing an Effective Sales Territory Model, we want to share some best practices that help you..
One of the hot new buzzwords in marketing and prospecting in recent years is psychographics, or psychological metrics. The term was popularized by William Wells in his 1975 article for Journal of Marketing Research, titled “Psychographics: A Critical Review”. 40 years later, it experienced a..
Although we sometimes might not think of it in those terms, many industries have seasonal sales cycles throughout the year – whether it’s the holiday shopping season for retail, the final spending of the budget at the end of the fiscal year, or the slow, drowsy period in summer in many B2B..
LinkedIn has become one of the hottest tools for outbound prospecting via the InMail future. On the surface, it seems like a great idea – there’s overall less traffic than in email, and with over 500 million users, 40% of whom check in daily, it’s one of the fastest growing social media sites both..
Prospecting is a time-consuming and arduous task, but it’s also necessary to grow your business and increase revenues. We’ve written before about the importance of maintaining a healthy pipeline, but this delves deeper into the particulars of how to best utilize your business development time.
We in the sales world and our marketing cousins are always trying to better our email open rates. It’s a tough thing to do, especially these days when people are bombarded constantly with messages - 105 billion emails are sent every day!. Add in filtering systems like Gmail’s Social and Promotions..
One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind,..
One of the most overlooked and underutilized sales training and coaching tools is sales role-playing. However, just over 20% of sales teams utilize role-playing, despite its effectiveness in improving sales results, In fact, in one case study, daily role-playing exercises took two radio stations..