Sales Performance Blog

Welcome to the Janek Performance Group blog page.

23 Aug 2017

4 Values That Make a Sales Manager a Good Role Model

By: Justin Zappulla

The role of sales manager comes with many responsibilities. You have goals to reach, relationships to build, and accountability for an entire team of sales professionals, each with their own strengths, weaknesses, and challenges. One of the most effective and often overlooked ways to be a good..

Read More
14 Jun 2017

How to Assess the Health of Your Sales Pipeline

By: Justin Zappulla

The primary focus of most sales professionals and their respective sales organizations is hitting quota each month/quarter/year. While that remains at the top of mind for most, it is also imperative to regularly evaluate the entire sales pipeline from a broader point of view, including deals that..

Read More
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..

Read More
22 May 2017

Spotlight on Social Selling: How to Remove the “Creepiness” Factor

By: Nick Kane

Social networking platforms have changed the world that we live in. They also have had a significant impact on the world of sales and how we go about doing business (and continue to do so). As we explored in our last post, social networking platforms can be a valuable tool in the arsenal of sales..

Read More
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..

Read More
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..

Read More
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..

Read More
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..

Read More
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..

Read More
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..

Read More

Contact Us


Subscribe

Subscribe by RSS

by RSS

– or –