Sales Performance Blog

Welcome to the Janek Performance Group blog page.

18 May 2016

Infographic: How to Strengthen the Impact of Your Sales Presentation

By: Janek Performance Group

When delivering a sales presentation to your customer, her needs and your solutions must be at the core of your presentation. However, there are a few tactics you can leverage in order to strengthen the impact of your delivery and take your presentation to the next level. These include social..

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06 Apr 2016

3 Misconceptions About Tenured Sales Professionals

By: Justin Zappulla

Let’s start by defining what we refer to as a “tenured” sales professional – this is someone who likely has 10 plus years of sales experience, whether solely with their current company, or accumulated over the years at various places of employment.

Suffice it to say this is a person who is..

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09 Mar 2016

The Trickle Down Benefits of Sales Management Training

By: Nick Kane

Most executives readily agree that the quality of its sales managers has a direct impact on its financial results. Even so, many companies still fail to provide sales managers with the tools necessary for long-term success. According to a Gallup report, when almost 1,000 senior executives were..

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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And no, it’s not a shared love of slapstick comedies or a useless yet impressive ability to dominate outdated versions of trivial pursuit.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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20 Jan 2016

Does Experience Trump the Need for Sales Training?

By: Nick Kane

When the notion of sales training comes up, the mental picture that springs to mind for many of us is a corporate “classroom” filled with wide-eyed newbies sponging up all the knowledge they can get. The presumption is that the old pros of the company have industry smarts that place them above..

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02 Dec 2015

Using Technical Experts in Your Sales Meetings

By: Justin Zappulla

A great way to boost your chances of realizing a successful outcome to an important client meeting is to include your resident technical expert, aka domain or subject matter expert. That’s the person (or team) in your organization who has the most comprehensive and intricate knowledge of the goods..

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25 Nov 2015

5 Lessons Sales Professionals Can Learn From James Bond

By: Nick Kane

007 has been entertaining us at the box office for over 50 years. Now the international hero is at it again—taking names and looking cool in "Spectre." Why are we jumping on the Bond band wagon? Because sales professionals wanting to up their game can learn some valuable lessons from the smooth..

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18 Nov 2015

5 LinkedIn Optimization Tips For Sales Professionals

By: Justin Zappulla

You may remember my article this past summer about the importance of social selling with LinkedIn, keeping your LinkedIn profile up-to-date, and using the site to network with prospects, clients, and colleagues. Drilling down further, to get the most from LinkedIn, you must know the established..

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