Sales Performance Blog

Welcome to the Janek Performance Group blog page.

07 Aug 2019

How to Become a More Coachable Sales Rep

By: Justin Zappulla

As a sales rep, you can read all the sales books and blogs, watch all the instructional videos, and become something of a minor theoretical knowledge expert. And while this is both valuable and helpful, what will likely make the biggest impact in your sales career is receiving expert sales coaching.

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06 Aug 2019

Why Sales Professionals Need to Consider Their Affective Presence

By: Justin Zappulla

One of the growing realizations in the field of psychology in the last few years is that people have what’s called an affective presence as part of their personality. Simply speaking, your affective presence is how you make other people feel just by being around you. It can either be positive or..

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30 Jul 2019

The 4 Guidelines You Should Follow When Responding to an RFP

By: Nick Kane

Requests for Proposals (RFPs) can be a significant source of revenue for many sales organizations. But they’re also time- and labor-intensive, and using the wrong strategies in pursuing them can result in a net negative to the bottom line, the hidden costs exceeding the revenue gains of won deals...

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29 Jul 2019

Monthly Sales Insights: July 2019

By: Justin Zappulla

Last month, we debuted Monthly Sales Insights – an assortment of compelling, ground-breaking, or just plain interesting sales research and thought leadership pieces. This month, we continue our series. Because however much you know, there’s always more to learn!

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24 Jul 2019

How Sales Professionals Should Prioritize Their Time

By: Justin Zappulla

In sales, there’s countless demands on your time. The incessant cascade of emails, phone calls, texts, meetings, digital and hard copy recordkeeping – one could literally spend virtually all of their waking hours doing nothing but engaging with all these demands. But that road leads to stress, ..

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23 Jul 2019

Curiosity is Sales' Unsung, Important Personality Trait

By: Nick Kane

“The important thing is not to stop questioning. Curiosity has its own reason for existence.”

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15 Jul 2019

Can Salespeople Really Change Their Habits?

By: Tim Moungey

A short time ago, I spent the week with my sister, my uncle, and one of my nephews, cleaning out my parents’ house to prepare it to sell. Along with the usual sharing of stories or excitement over items long-thought lost, I ran across an assessment from my preschool days – which is pictured in part..

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08 Jul 2019

How to Grow Word of Mouth and Increase Sales

By: Justin Zappulla

Word of mouth can be either the stuff of dreams or nightmares for sales professionals. When it’s positive, it can have a major beneficial impact on lead generation and winning new sales. When it’s negative, it can seriously damage credibility and overall sales efforts. Since it’s such an important..

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26 Jun 2019

Become a Top Performer With These 4 Traits

By: Justin Zappulla

There are many theories on the differences between top performing sales professionals and their underperforming peers. Given the divergence of opinions, it can be challenging to determine why some sales reps excel while others have a much more difficult time achieving their target. However, there..

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25 Jun 2019

How to Navigate the Sales Team Chaos of Mergers and Acquisitions

By: Justin Zappulla

One of the most turbulent times a company can go through is a merger or acquisition. Anxiety ripples throughout stakeholders who wonder what the post-world will look like, and competitors circle overhead, ready to snatch away clients and talent. We’ve discussed this previously, but wanted to expand..

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