Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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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..

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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..

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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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08 Mar 2017

Selling in a Busy Call Center: What You Need To Know

By: Nick Kane

If you work in sales, chances are you’ve spent time in a call center. You might be there now, working the lines in the busy swirl of it all, sitting smack in the middle of lots of other reps using the tools of the trade—phone, computer, headset. Call centers are loud and busy, with overlapping..

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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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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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28 Sep 2016

Increase the Effectiveness of Lead Generation With a Strong Follow-Up Strategy

By: Justin Zappulla

In today’s marketplace, lead generation is a key part of the operation for any well-calibrated sales organization. Luckily, there are more ways than ever to generate those much needed leads, including traditional ways, such as customer referrals, email newsletters, trade shows and conferences,..

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17 Aug 2016

Infographic: How to Write an Effective Sales Prospecting Email

By: Janek Performance Group

Every day we get bombarded with hundreds of personal and business emails trying to vie for our attention. It’s become a time consuming part of our lives. We feel the urge to make ourselves available 24/7, constantly getting some type of notification or email on our smartphones and tablets, while..

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20 Jul 2016

4 Lessons Pokémon Go Can Teach Sales Professionals

By: Rudy Joggerst

Pokémon Go was released just two weeks ago, and has already become a cultural phenomenon. Within a week of Pokémon Go’s release, it’s spawned the biggest mobile game to date; attracting more daily users than Twitter, and it’s getting more app usage than Instagram, Snapchat or Spotify. You could say..

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