In sales, trying to do everything last-minute rarely goes well. That means now, late in the third quarter, you need to be laying the groundwork for the closing months of the fiscal year. Here’s how.
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Storytelling and sales have always gone hand in hand. Science and art agree on this point: employing narrative is more persuasive and engaging than a mere listing of objective statements. But how does it work? And how do we tell a tale that speaks to our clients?
It’s one of the facts of sales life – buyers often don’t respond. They don’t pick up their phones, don’t respond emails or other various ways to get in touch. Two questions come to mind – 1) Why won’t they just answer? 2) What can you do about it?
Requests for Proposals (RFPs) can be a significant source of revenue for many sales organizations. But they’re also time- and labor-intensive, and using the wrong strategies in pursuing them can result in a net negative to the bottom line, the hidden costs exceeding the revenue gains of won deals...
Word of mouth can be either the stuff of dreams or nightmares for sales professionals. When it’s positive, it can have a major beneficial impact on lead generation and winning new sales. When it’s negative, it can seriously damage credibility and overall sales efforts. Since it’s such an important..
Henry Kissinger’s primary axiom regarding international diplomacy negotiations (to paraphrase) was that everyone goes home unhappy, but not unhappy enough to start a war. While that works well for ensuring the stability of the world order and the continued existence of humanity, in sales we strive..
A tricky question for many businesses – especially start-ups – is what price to charge for a given product or service. It’s even more complicated when you consider that within a given industry, there’s liable to be such a wide range that it’s difficult to pin down your price point. So, let’s take a..
I have an acquaintance who is a genuinely nice person and gifted in their career but hasn’t had the type of success they imagined they would have (or befits their talent and dedication to the craft). For years, they’ve wondered why they’ve seen less gifted people win promotions, raises, etc. while..
A common issue among many sales organizations is the lack of a formal sales process. While it’s possible to improve a sales organization without having a universally followed sales process, there’s a limit to how much they can progress. To get the maximum benefit out of other methods, a business..
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..