Sales Performance Blog

Welcome to the Janek Performance Group blog page.

26 Jul 2017

3 Ways How Sales Professionals Can Improve Their Emotional Intelligence

By: Justin Zappulla

In last week's post, we established what emotional intelligence means in relation to sales, and why it has become such a critical skill for successful sales professionals today. With that in mind, this post is aimed at providing some suggestions and guidelines to build on that foundation, and..

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26 Jun 2017

4 Tips To Help You Eliminate Anxiety From Your Sales Negotiations

By: Nick Kane

One of the most delicate parts of the sales process surround negotiations, and the subsequent anxiety it may cause. Over the course of your sales career, how often has a customer told you that the price must be lowered by 'x' amount, or that you must provide additional concessions in order to gain..

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06 Jun 2017

Why Effective Sales Talent Onboarding is a Team Effort

By: Justin Zappulla

Do you remember the first person who talked to you about the importance of teamwork? Was it a parent? A coach? A teacher? Whoever it was, it’s probably safe to assume that the same principles were shared with them at a young age. Teamwork is a common thread that weaves its way throughout our lives,..

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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..

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17 Apr 2017

Why Talking About the Competition Shouldn’t Be Taboo

By: Nick Kane

During our years of providing sales training and sales consulting services, we often observe that the topic of how to talk about the competition during sales presentations can be a stumbling block for many sales organizations. It often represents the proverbial elephant in the room – it’s 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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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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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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18 Jan 2017

Traits to Look for in a Good Sales Trainer

By: Justin Zappulla

At Janek, we’re fortunate to have great sales trainers who’ve been with us for years. But from time to time, we’ll also welcome new hires to the staff when an individual with an exceptional background in sales and education applies to become a sales trainer for us. Among other things, the steady..

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07 Sep 2016

Beware the Dangers of Rushing the Sales Process

By: Nick Kane

If you ask a group of sales reps to raise their hands if they’ve ever rushed through submitting a proposal too early in the sales process, you’ll probably get a lot of hands in the air. We’ve all been caught up in the enthusiasm of a sale and provided a quote prematurely. But what might look like a..

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