Sales Performance Blog

Welcome to the Janek Performance Group blog page.

27 Sep 2017

Does Your Sales Compensation Package Encourage Bad Behavior?

By: Justin Zappulla

At the heart of any successful sales organization are sales professionals. They are the driving force for revenue for their employers and are expected to do the “heavy lifting” when it comes to boosting company earnings. Success in sales is fueled by ambition and motivation of each team member, and..

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30 Aug 2017

Should You Sell to the Decision Maker or the Influencer?

By: Justin Zappulla

Have you ever encountered a decision maker who couldn’t commit to a decision to buy? Probably most of us who sell B2B have come across such a scenario and learned the hard way that sales are often more complex than anticipated, even if you’ve followed your sales processes to a T. Because quite..

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11 Jul 2017

Building Sales Confidence in Your Customers

By: Justin Zappulla

An occupational hazard of many business owners and corporate decision makers is indecision. It takes guts to start a business. But after the business is up and running, indecision can set in. The guts might be there, but the gut reaction is missing. In other words, good instincts can be muddled by..

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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 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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07 Feb 2017

Show Your Customers Some Love This Valentine’s Day

By: Justin Zappulla

There are some people who do not care much for the idea of Valentine’s Day. They just do not believe in it. They believe that there should not be a special day designated for treatment that should be the norm every day of the year. This same sentiment can be applied to your customers. Why do..

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17 Nov 2016

What You Need to Know Before Scaling Your Sales Organization

By: Nick Kane

Scaling your sales organization is no day in the country. You need to know not only how to do it, but when. Scaling too soon is a mistake that can cost you dearly; if you wait too long, your window of opportunity may close. The sales department is the beating pulse of any organization, so when the..

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21 Sep 2016

Using Upselling to Increase Customer Happiness and Retention

By: Justin Zappulla

I don’t know about you, but the word upselling always brings to my mind a quick-lube customer service rep who masterminds a $30 oil change into an “urgent maintenance” job that jacks up the “low, low” price to $200. Or what about the Jekyll and Hyde rental car clerk—at first his smile is big enough..

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23 Mar 2016

3 Common Pitfalls of Overselling and How To Avoid Them

By: Nick Kane

Remember the old adage: No one likes to be sold, but everyone likes to buy. Each of us has been on the receiving end of an off-base sales pitch and there are few things more intrusive and alienating. As the consumer attention span gets shorter so too does the tolerance for irrelevant information.

..

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