Sales Performance Blog

Welcome to the Janek Performance Group blog page.

17 Jan 2018

What Sales Can Learn From Elon Musk: 4 Powerful Career Tips

By: Justin Zappulla

Elon Musk and his companies are in the news practically every week for some reason or another. Musk is admired for his innovative thinking and breakthrough designs. His best-known venture, Tesla, is embraced all over the world for its sleek, energy-efficient cars and the advancements in battery..

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10 Jan 2018

How to Effectively Run a Sales Contest to Motivate Your Sales Team

By: Justin Zappulla

We all know that the sales world is competitive. Those who get ahead are the ones that have a competitive fire and are willing to fight for the sale. So, what better way to promote comradery, productivity, and increase sales effectiveness than a little friendly competition?

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02 Jan 2018

The Bad Sales Habit You Have to Break: Stop Interrupting

By: Nick Kane

Think back to a conversation you've had with a friend or colleague where it seemed like they were consistently jumping in and saying something every time you stopped to take a breath. How were you feeling during the conversation? Most would agree, it's beyond frustrating. And while you have heard..

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27 Dec 2017

Selling Abroad: Tips on Overcoming Cultural Barriers in Business

By: Justin Zappulla

Global commerce is constantly expanding and people increasingly do business with individuals and companies from other countries. Expanding your horizons and increasing the scope of your business can be beneficial to find new customers and markets. At the same time, communicating across cultures can..

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18 Dec 2017

Are You Maximizing All Available Sales Tools And Resources?

By: Nick Kane

Let’s face it. For about ninety-nine percent of sales professionals in America, the ability to sell – and to sell well – does not come naturally, especially in today’s marketplace. It takes hard work, dedication and a commitment to honing the craft.

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12 Dec 2017

How to Turn Sales Managers Into Great Sales Coaches

By: Nick Kane

"A coach is someone who can give correction without causing resentment." 

Legendary UCLA basketball coach John Wooden’s quote sheds light on the importance of effective coaching, and it certainly translates well to the world of sales coaching today. Indeed, it can be a delicate task to guide and..

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08 Dec 2017

Video: How to Succeed in a Sales Management Role

By: Janek Performance Group

During the recent Sales 3.0 Conference in Las Vegas, Janek Managing Partner Justin Zappulla sat down with Selling Power founder Gerhard Gschwandtner to discuss the various challenges of effective sales management leadership. Talking points include the transition from a sales rep to a sales..

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04 Dec 2017

How Top Sales Professionals Think On Their Feet: 5 Best Practices

By: Nick Kane

If you're in sales, you understand that answering a variety of questions and effectively responding to objections raised by customers is critical to a successful outcome. The better you prepare by thoroughly understanding your own products as well as your customer’s business challenges, the more..

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27 Nov 2017

The Effective Sales Discovery Process: 5 Tips for Active Listening

By: Nick Kane

In our last post on the sales discovery process, we focused on the importance of asking your customers the right open-ended questions. The goal of asking strategic questions is to have customers clue you into their challenges and goals as part of a natural, two-way conversation. Questioning also..

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14 Nov 2017

The Effective Sales Discovery Process: Questions that Uncover Customer Needs

By: Justin Zappulla

The discovery phase of the sales process is considered crucial by many top sales professionals. The importance of this phase should not be underestimated; in discovery, you gather information for the purpose of closing the sale and set the tone for your entire relationship with your customer.

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