Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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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..

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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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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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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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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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