Navigating the Dunning-Kruger Effect in Sales

The Dunning-Kruger Effect is a cognitive bias in which people with less skill, experience, or expertise overestimate their ability and knowledge. It was first coined by Cornell University psychologists David Dunning and Justin Kruger. Their 1999 study focused on logical reasoning, grammar, and social skills. It found that the bottom quarter of participants rated their […]

The Science of Learning Sales

The rookie sales rep just lost a big deal to the competition. The sales manager spends three hours of one-on-one sales coaching, covering what went wrong and what to do differently. After this latest crash course on selling, the manager sends the sales rep back into the field. However, the next opportunity is lost due […]

B2B Sales Trends for 2023

With the New Year just around the corner, it’s time to consider the new B2B sales strategies you may have been putting off. The B2B landscape is changing rapidly. New technology and changing economic environment are forcing companies to change plans. To stay ahead of the curve, sales leaders must adapt or fall behind. This […]

Why We Wrote Our Finding, Onboarding, and Retaining Top Sales Talent White Paper

For most businesses, the COVID-19 pandemic was a gut punch we never saw coming. Economic downturns are one thing. But COVID was something more. Beyond supply-chain disruptions, shortages, and closures, the pandemic struck the very heart of business. It permanently altered the fundamental relationship between a company and its people. Among sales organizations, this change […]

AI is Having a Moment. What Does This Mean For Sales?

You’ve probably seen your friends or people you follow post the Lensa AI art avatars on social media over the last week or so. Created by uploading 10-20 selfies and paying a nominal fee, these creations have taken the world by storm and are part of a national moment for the state of AI. We’re […]

How to Execute an Effective B2B Social Selling Strategy

Social Selling has never been more popular. We all know the Kardashians can sell their products directly to consumers on social media, but what are the best B2B sales organizations and their sales reps doing with social midway through 2022? That’s the question we wanted to answer. In this article we gather the most recent […]

Why We Wrote the Ultimate Guide to Developing a High-Performance Sales Organization

With global health emergencies, economic instability, and political animosity, these unprecedented times can feel like a carousel of uncertainty. However, for sales professionals, one thing provides security: the foundational pillars of a high-performing sales organization. Janek Performance Group is an award-winning global leader in sales training and coaching. We have 17-years’ experience working with thousands […]

Perspicacious Selling

Recently I discovered a new word, perspicacious. I had not noticed it in common sales vernacular. It means intelligence manifested by an astute understanding or clarity, as in business dealings. Then it dawned on me, with consultative selling, solution selling, and value selling, and a plethora of others, why hadn’t anyone developed “Perspicacious Selling?” In […]