white-paper-the-ultimate-guide-to-sales-negotiations 
Janek Performance Group
APRIL 15, 2024
In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes.
Janek Performance Group
MAY 2, 2023
In an instant, sales organizations saw their operations and teams rendered dramatically less productive. In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. Think of that in terms of sales, an industry on the forefront of change. It wasn’t just prolonged downtime.
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Janek Performance Group
JANUARY 10, 2023
All sales organizations want to sell more products. Of course, one way is to hire more sales reps. Another way is through channel sales or third-party partners. That’s a lot of business you might not reach with a limited sales force. What Are Sales Channels? On paper, this can seem like a win-win situation.
Janek Performance Group
MAY 15, 2023
And due to the nature and stress of sales, it’s an easy trap. Here’s how to navigate the Dunning-Kruger Effect in sales and five soft skills that can help: The Fallacy of Faking It Too often in sales we hear, “Fake it ’til you make it.” A sales process guides buyers from leads to customers.
Janek Performance Group
NOVEMBER 30, 2022
Sellers who understand this help guide customers to the solutions they need. While sales are the goal, they are not the end of the process—not for long-term success. While sales are the goal, they are not the end of the process—not for long-term success. They say to know someone, you must walk in their shoes.
No More Cold Calling
OCTOBER 13, 2016
Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Fears also rose over technology stealing sales jobs following the advent of both the phone and internet.
Mindtickle
MAY 2, 2023
Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. According to our 2022-2023 Sales Enablement Outlook Report , almost 40% of sellers achieve below 75% of their quotas. Less (or no) budget. More pressure. Heightened competition. Overwhelming stress.
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