Sales Performance Blog

Welcome to the Janek Performance Group blog page.

12 Apr 2017

What the Fast and Furious Franchise Can Teach Sales Professionals

By: Rudy Joggerst

The Fast and Furious movies have turned into one of the most successful movie franchises of all time, and this coming Friday, installment number 8 will roll into theatres. Love it or hate it, the testosterone-fueled action franchise holds a surprising amount of ideas and narratives that resonate..

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10 Apr 2017

4 Tips on How You Can Nail Your Next Sales Job Interview

By: Justin Zappulla

A career in sales is something special. For the right person, a job in sales is a constantly evolving challenge and a great opportunity for growth, both on an individual and financial level. If you're reading this then you are probably already in sales or are eyeing a move into the sales field...

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03 Apr 2017

Should You Respond to Every RFP?

By: Nick Kane

When you receive a request for proposal (RFP) that aligns with the services or products that your company provides, your first instinct is probably to get to work submitting a proposal that will land you the job.

Although it is tempting to try and secure as much work as possible, especially when..

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29 Mar 2017

How to Prevent Your B2B Sale From Being Stuck in “No Decision” Limbo

By: Justin Zappulla

I’ve seen it often in this business—the prospect landing on neither a yes or a no, and instead shaking their head, throwing up their hands, and touching down in that middle ground of “no decision.” Most sales organizations assess and disposition lost opportunities, and we’ve all seen the “no..

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22 Mar 2017

Going Beyond Money to Motivate Sales Reps

By: Nick Kane

I recently visited with a client and the subject of motivating salespeople came up. In this discussion, one thing I observed was the client consistently coming back to and focusing on compensation as the only driver to motivate his sales professionals. When I brought up the topic around other..

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15 Mar 2017

Developing Stronger Sales Proposals

By: Justin Zappulla

There’s having a sales call—in other words, making crucial connections that convince your prospect to believe in your solution—and then there’s actually writing up the solution in a sales proposal. Verbalizing the solution might come naturally to you, but writing it out in the sales proposal not..

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08 Mar 2017

Selling in a Busy Call Center: What You Need To Know

By: Nick Kane

If you work in sales, chances are you’ve spent time in a call center. You might be there now, working the lines in the busy swirl of it all, sitting smack in the middle of lots of other reps using the tools of the trade—phone, computer, headset. Call centers are loud and busy, with overlapping..

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01 Mar 2017

Don’t Talk Your Way Out of a Deal

By: Justin Zappulla

Many salespeople like to talk. And at times; way too much. While it’s certainly part of the job to clearly communicate your thoughts and ideas in sales, oftentimes we go on too long with clients, and that can have negative consequences on our likelihood to win a sale. Whether you’re new to sales or..

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22 Feb 2017

How to Defuse Emotion and Defensiveness From Customer Objections

By: Nick Kane

Customer objections come with the sales territory (no pun intended). We earn every “yes” we receive, having at times just climbed a mountain of “no’s” to get there. Objections are all around. But we’re human—they can bug us, and from there we can quickly become discouraged about the whole sales..

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14 Feb 2017

Conveying Passion For the Products You Sell

By: Nick Kane

Imagine this: You’re selling cars. A couple with a new baby walks in. You greet them at the dealership doors; you make cooing sounds at their bundle of joy. You start the needs conversation: features, price range, etc. They explain that now that they have a child they’re looking to trade in their..

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