Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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31 Jan 2017

How to Remove Doubt From the Sales Equation

By: Nick Kane

Sales is a challenging profession, in part due to all of the obstacles we face in the normal course of trying to win business: We’re at the mercy of multiple decision makers, we have to position ourselves as better than the provider our customer is already using, and we have to be sure our products..

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25 Jan 2017

On the Importance of Defining Your Value Proposition

By: Justin Zappulla

Take a moment to ask yourself these questions: What does my company sell? Who are my buyers and how do they benefit from my products and services? How do we differentiate ourselves from the competition?

In order to sell successfully, everyone in sales should be able to answer the above key..

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18 Jan 2017

Traits to Look for in a Good Sales Trainer

By: Justin Zappulla

At Janek, we’re fortunate to have great sales trainers who’ve been with us for years. But from time to time, we’ll also welcome new hires to the staff when an individual with an exceptional background in sales and education applies to become a sales trainer for us. Among other things, the steady..

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11 Jan 2017

How to Deal With Anxiety Around Aggressive Sales Targets

By: Nick Kane

It’s a new year, and that means new sales targets are on the horizon. In all likelihood, they have been scaled up from prior years.

Announcing the annual sales target could cause your sales team frustration and fill their minds with anxiety-ridden questions:

  • “Will I be able to meet my company’s..
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04 Jan 2017

Tips on Coaching the Millennial Salesforce

By: Justin Zappulla

In last week’s blog we set out a case for why onboarding millennials to your sales team will benefit your organization. Now we want to cover some specific realities and challenges that come with having millennial sales professionals on your team, and talk about best practices for coaching them.

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20 Dec 2016

How to Effectively Dialogue With Customers

By: Nick Kane

You hear a lot about a brave new sales world these days: trends, gadgets, and gimmicks that will transform the way you do business. Block out the white noise of that for a moment. The fact remains that the most significant “trick” in sales is no gimmick at all; it’s conducting an effective..

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14 Dec 2016

4 Sales Resolutions to Kick Off a Successful 2017

By: Justin Zappulla

The year’s coming to a close. Now’s the time to capitalize on a fresh new start, reflecting on the year rapidly spinning out behind us, looking to the horizon of the new one, and examining where to make changes and how to set improvements in place. Below are some ideas to get you started thinking..

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15 Nov 2016

What Sales Professionals Have in Common with C-Level Executives

By: Rudy Joggerst

While many CEOs come from finance or operations, a good number of them started out on the sales floor. In fact, about 20 percent of the more than 200,000 men and women serving in chief executive positions today began their careers in sales, including icons such as Larry Ellison of Oracle, Jim..

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