Sales Performance Blog

Welcome to the Janek Performance Group blog page.

19 Jul 2017

Why Emotional Intelligence Matters in Sales

By: Nick Kane

Emotional intelligence, or EQ (short for emotional quotient), has been a buzzword in the business world, and more specifically in sales, for several years. By definition, EQ describes the ability to recognize and regulate emotions within yourself and to recognize and respond to the emotions of..

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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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05 Jul 2017

4 Ways How Top Sales Performers Handle Rejection

By: Justin Zappulla

The word "no" can be disheartening to us in sales. Whether uttered by a prospect or a customer, it is an unfortunate word we hear more often than we would like. It can definitely be demotivating, and that negativity may even seep into overall performance.

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26 Jun 2017

4 Tips To Help You Eliminate Anxiety From Your Sales Negotiations

By: Nick Kane

One of the most delicate parts of the sales process surround negotiations, and the subsequent anxiety it may cause. Over the course of your sales career, how often has a customer told you that the price must be lowered by 'x' amount, or that you must provide additional concessions in order to gain..

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20 Jun 2017

How to Develop Your Elevator Pitch: 3 Essential Components

By: Nick Kane

For as long as I’ve been in the sales universe, the importance of a strong elevator pitch has always been emphasized. Mentors, managers, and colleagues that I have encountered tend to agree that constructing the right elevator pitch can be an effective tool in forging new business relationships.

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31 May 2017

Spotlight on Social Selling: How to Measure Success

By: Justin Zappulla

In our previous posts on social selling, we discussed strategy and the intrusiveness that sometimes accompanies this relatively new method of generating sales. Actively following and adapting these tips is certainly a good goal, but beyond that, how do you measure whether your social strategy is..

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17 May 2017

Spotlight on Social Selling: What You Need To Know and Why

By: Justin Zappulla

Hubspot, in the release of their 2016 State of Inbound report, revealed some eye-opening data in regards to social selling: They found that 42% of buyers were actively networking and engaging via social media with companies and individuals they want to do business with. LinkedIn and Twitter in..

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02 May 2017

How to Protect Your Sales Team From Burning Out

By: Nick Kane

Sales can be a demanding profession due to the numerous ups and downs that come with the job. A fast-paced and highly competitive environment combined with stress and pressure can be a challenge for even the highest-performing sellers. Here are some suggestions to help combat burn-out syndrome:

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24 Apr 2017

On the Importance of Creating a Collaborative Sales Culture

By: Justin Zappulla

You may recall the scene in the movie “Glengarry Glen Ross” when Alec Baldwin’s character explains what’s at stake in a sales contest: First prize is a Cadillac, second prize is a set of steak knives; third prize means … well if you haven’t seen this movie, it’s time to get on Netflix! To many of..

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17 Apr 2017

Why Talking About the Competition Shouldn’t Be Taboo

By: Nick Kane

During our years of providing sales training and sales consulting services, we often observe that the topic of how to talk about the competition during sales presentations can be a stumbling block for many sales organizations. It often represents the proverbial elephant in the room – it’s not..

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