Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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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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25 May 2016

How to Outsell the Bigger Fish

By: Justin Zappulla

When it comes to being a relevant fish in the vast sea of sales, bigger isn’t always better. Sure, we’re not going to deny that being a larger fish has its advantages, like brand recognition, resources, and greater negotiating power when it comes to pricing out competitors. But small-business..

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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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