During the recent Sales 3.0 Conference in Las Vegas, Janek Managing Partner Justin Zappulla sat down with Selling Power founder Gerhard Gschwandtner to discuss the various challenges of effective sales management leadership. Talking points include the transition from a sales rep to a sales..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
In our last post on the sales discovery process, we focused on the importance of asking your customers the right open-ended questions. The goal of asking strategic questions is to have customers clue you into their challenges and goals as part of a natural, two-way conversation. Questioning also..
The discovery phase of the sales process is considered crucial by many top sales professionals. The importance of this phase should not be underestimated; in discovery, you gather information for the purpose of closing the sale and set the tone for your entire relationship with your customer.
Janek Managing Partner Nick Kane was recently interviewed by Selling Power Founder & CEO Gerhard Gschwandtner around the key elements of an effective sales training initiative and implementation. Key points include what pitfalls to avoid, and why sales training reinforcement has become a critical..
It's astonishing to see just how much change has sprung about in B2B sales in the past few years - it almost feels like a different world at times. In the past, sales reps possessing solid rapport building skills, coupled with decent product knowledge, had a good chance of closing sales and..
In many organizations, Sales departments and Customer Service departments are often treated as separate entities with distinct objectives: the Sales team does the legwork to get clients on board and in the door, while the Customer Service team maintains the client relationship by addressing the..
Have you ever encountered a decision maker who couldn’t commit to a decision to buy? Probably most of us who sell B2B have come across such a scenario and learned the hard way that sales are often more complex than anticipated, even if you’ve followed your sales processes to a T. Because quite..
In last week's post, we established what emotional intelligence means in relation to sales, and why it has become such a critical skill for successful sales professionals today. With that in mind, this post is aimed at providing some suggestions and guidelines to build on that foundation, and..
One of the most delicate parts of the sales process surround negotiations, and the subsequent anxiety it may cause. Over the course of your sales career, how often has a customer told you that the price must be lowered by 'x' amount, or that you must provide additional concessions in order to gain..
Do you remember the first person who talked to you about the importance of teamwork? Was it a parent? A coach? A teacher? Whoever it was, it’s probably safe to assume that the same principles were shared with them at a young age. Teamwork is a common thread that weaves its way throughout our lives,..