Sales Performance Blog

Welcome to the Janek Performance Group blog page.

13 Jul 2016

5 Cold Calling Mistakes That Trigger Rejection

By: Justin Zappulla

Cold calling gets an undeserved bad reputation. The Internet is full of experts that will tell you there’s little value in picking up the phone and following up on a lead that’s not expecting your call. I’d like to politely disagree with that line of thinking. In fact, if you’re targeting a..

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13 Apr 2016

Using Centers of Influence to Grow Referrals

By: Nick Kane

Everyone appreciates a good referral. It’s like a fish biting your bait when you didn’t even know you had your line in the water. Referrals are great because they take less effort; you don’t have the usual hurdles to overcome—establishing trust, winning over the prospect, building your credibility,..

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16 Mar 2016

6 Tips to Increase Trade Show Sales

By: Justin Zappulla

Spring is starting to show through here in our hometown of Las Vegas. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for future business.

The sales-verse is inhabited by better-educated customers..

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02 Mar 2016

How To Overcome B2B Price Objections

By: Justin Zappulla

Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition;..

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24 Feb 2016

What Top Sales Performers Have In Common With Your Best Friend

By: Justin Zappulla

And no, it’s not a shared love of slapstick comedies or a useless yet impressive ability to dominate outdated versions of trivial pursuit.

In fact, it’s much simpler than that.

At Janek, we consistently conduct research to identify the factors that contribute to the success of top sales performers...

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27 Jan 2016

6 Tips to Increase Your Voicemail and Email Response Rates

By: Justin Zappulla

If you cringed a bit when you read that title, chances are you’ve self-diagnosed as a serial message-leaver. In any industry – but especially in sales – waiting for prospect or customer responses can be an excruciating process. Not only is the sale often hanging in the balance, so is your pride...

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16 Dec 2015

Your B2B Sales Shouldn’t Take a Holiday

By: Justin Zappulla

At some point, everyone decided that the period between Thanksgiving and Christmas is a business black-out time. You know, people work shorter hours, you’re elbowing other shoppers on your lunch hour, that quiet guy from IT gets really un-shy after way too much eggnog at the office party, and..

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04 Nov 2015

4 Follow-up Techniques to Reconnect with Cold Prospects

By: Nick Kane

Zombies are great in the movies—so entertaining with their shambling walks and shredded clothes. But as any sales rep can attest, prospects who show a genuine interest in a dialogue and then wander off into the vast landscape of wasted efforts are a huge pain point for anyone trying to keep..

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07 Oct 2015

How to Handle Common Sales Prospecting Objections

By: Justin Zappulla

No one is going to claim that prospecting is glamorous. It’s not. It’s systematic. Step one is creating a successful strategy. Step two is identifying valuable sources. Step three is fine tuning who your ideal prospects are. Not to mention developing an impactful value message and the process of..

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05 Aug 2015

Knowing Where Your Prospects Are in the Buyer Journey

By: Justin Zappulla

The best things in life take time. Keep that in mind, trusted advisor, because patience is needed for each of the three phases of the buyer journey: awareness, consideration, and decision. Your best practice as an organization is to understand these three phases and where your prospects are on the..

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