Sales Performance Blog

Welcome to the Janek Performance Group blog page.

22 Oct 2019

4 Tips for Working with Hesitant and Indecisive Buyers

By: Justin Zappulla

Every step of the sales process has gone smoothly – you’ve uncovered needs, presented the ideal solution, gotten agreement from the customer, and all seems good. The client even tells you they plan on buying. But then come the delays. Reason after reason for why they’re not taking the step of..

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15 Oct 2019

Global Sales Training Series: How to Succeed at Localization

By: Nick Kane

Sales training events are always considerable undertakings. When they involve a multinational corporation, however, the process becomes even more arduous. In this three-part series on global sales training, we’ll examine key things to consider in the design, implementation, and execution of a..

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09 Oct 2019

Why You Need Buyer Personas in Today's Sales World

By: Justin Zappulla

In today’s sales environment, you’re increasingly likely to deal with multiple people who partake in the decision-making process. This is especially true for complex B2B sales involving organizations of any significant size. Given those circumstances, you need to understand the motivations, needs,..

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02 Oct 2019

The 7 Discovery Questions to Help You Qualify Prospects

By: Nick Kane

A common concern among many of the clients we provide sales training solutions to is how to effectively design, implement, and execute a strong, coherent qualification process. Given how often we see this issue, we thought it’d be a good idea to provide some assistance – namely by giving you this..

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24 Sep 2019

5 Job Interview Questions Sales Managers Need to Ask Their Applicants

By: Nick Kane

Determining the best candidate for a sales rep position is a blend of art and science. Your ability to make a homerun hire requires smart utilization of all your resources. One of the best sources is the interview. The right questions can elicit compelling information that helps you decide who to..

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16 Sep 2019

5 Strategies for Fantastic Sales Presentations

By: Justin Zappulla

An effective sales presentation can often mean the difference between closing a deal and losing out to a competitor. That means it’s important to get it right and wow the influencers and decision makers. Here’s five key strategies when planning the perfect sales presentation.

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11 Sep 2019

Is Social Sensitivity a Trait of Top Sales Professionals?

By: Nick Kane

There’s quite a few key personality and emotional intelligence traits we talk about being important to those in sales careers. The one that’s arguably most critical is social sensitivity – your ability to perceive, identify, and understand cues and contexts in social interactions (along with..

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04 Sep 2019

5 Ways to Prepare Now for a Strong Finish to the Sales Year

By: Justin Zappulla

In sales, trying to do everything last-minute rarely goes well. That means now, late in the third quarter, you need to be laying the groundwork for the closing months of the fiscal year. Here’s how. 

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28 Aug 2019

Monthly Sales Insights: August 2019

By: Nick Kane

We’re back with another installment of Monthly Sales Insights, where we list some of the most interesting thought pieces and scholarship we’ve found recently.

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21 Aug 2019

The Power of Narrative and Storytelling in Sales

By: Nick Kane

Storytelling and sales have always gone hand in hand. Science and art agree on this point: employing narrative is more persuasive and engaging than a mere listing of objective statements. But how does it work? And how do we tell a tale that speaks to our clients?

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