Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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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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27 Dec 2016

How Millennials Can Help Your Sales Organization Succeed

By: Justin Zappulla

Recently I saw an infographic on LinkedIn that compared Baby Boomers, Generation X’ers, and Millennials in the workforce. As you might expect, there were pluses and minuses to each generation. When it comes to technology, for example, Baby Boomers are less savvy and adaptable than Gen X’ers or..

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07 Dec 2016

Maintaining Sales Momentum During Mergers and Acquisitions

By: Nick Kane

The merging of two companies is a familiar scenario for many professionals. Oftentimes it’s a larger organization buying up a smaller competitor, and suddenly the battle lines are redrawn—everyone’s on the same side, working toward a common business goal.

These mergers and acquisitions, which occur..

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30 Nov 2016

Best Practices for Following Up With Conference Sales Leads

By: Nick Kane

It’s likely that many of us will travel to conferences or exhibits at some point next year. Such events attract sales professionals and buyers alike, often within the same vertical or in a similar role. The convention pond will be stocked with networking opportunities and the fish will be jumping!..

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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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09 Nov 2016

7 Questions You Should Ask in a Win/Loss Analysis Interview

By: Nick Kane

In last week’s blog, we gave you a high-level overview of the importance of conducting a win/loss analysis. This week’s blog gets to the heart of the process, the interview segment, which involves you or a colleague conducting an interview with the customer face to face or over the phone. Depending..

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02 Nov 2016

Why You Should Conduct a Win/Loss Analysis

By: Nick Kane

You finally close a deal that’s been hanging in the balance for a while now. It feels great marking it closed-won in your CRM. You rang the bell. Your colleagues applauded. Ride your win—absolutely—but don’t forget to reflect on the experience. There will be new possibilities at play tomorrow, so..

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05 Oct 2016

How to Leverage Your CRM for More Accurate Sales Forecasts

By: Nick Kane

Recent years have shown a skyrocketing adoption rate of different CRM solutions. In 2015, 91% of domestic companies with 11 or more employees relied on a CRM to manage their customers, opportunities, and any other tasks related to sales and customer service. Across the business landscape, there is..

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