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,..
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..
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..
Many of our customers have commented over the years that they don’t know how to sell to the C-Suite. It can be an intimidating process – hard to get the meeting in the first place, even more difficult to have a successful presentation. It’s also an area where many sales professionals fail –..
When Richard Thaler and John Balz of the University of Chicago and Cass Sunstein of Harvard Law School coined the phrase choice architecture in 2008, they clarified how decision makers make choices. More importantly, they illuminated how choice architects, such as sales people, can use choice..
We here at Janek Performance Group were recently searching for a vendor for a specialized service. What we found was shocking – despite research showing that the response time to inbound leads should be an hour or less, the average response time was around 72 hours – 3 days after our initial..
Ask 10 different sales professionals whether it’s better to sell a customer on logic or emotion, and most of them will probably say you need to use both. But Gerald Zaltman, professor at Harvard Business School, notes that 95% of our buying decisions are done subconsciously, and there’s..
One of the core tenets of our philosophy is that sales reps need to become Trusted Advisors. While we have a lot of ways of helping teams and organizations attain that status, an oft-forgotten entry point (particularly by veteran sales reps who have become accustomed to methods that usually work..