Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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18 Jun 2019

The Route to Win-Win Sales Negotiations

By: Justin Zappulla

Henry Kissinger’s primary axiom regarding international diplomacy negotiations (to paraphrase) was that everyone goes home unhappy, but not unhappy enough to start a war. While that works well for ensuring the stability of the world order and the continued existence of humanity, in sales we strive..

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13 Jun 2019

Monthly Sales Insights: June 2019

By: Nick Kane

One of our team members is a former academic who was often fond of telling their students, “There is no research that exists in a vacuum. Rather, it takes place within an already pre-existing conversation.” As a research and evidenced-based firm ourselves, we frequently study the findings and..

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10 Jun 2019

5 Simple Methods to Improve Your Active Listening Skills and Be Better at Sales

By: Nick Kane

We’ve often highlighted the importance of active listening. But that naturally raises the question – how can you become a better listener? What are the drills, the techniques, you can practice in order to listen to hear and understand? It’s an excellent question – one we’re here to answer today.

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