Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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11 Mar 2019

How and When You Should Walk Away from a Sales Deal with a Prospect

By: Justin Zappulla

One thing many of our customers encounter is the dilemma of not knowing when and how to walk away from a deal that isn’t right for them. There are countless reasons why this scenario might arise – the trick is not only being able to diagnose when these circumstances are happening but exiting in..

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20 Feb 2019

How to Train Your Young, Inexperienced Sales Force

By: Justin Zappulla

If you’re a sales manager these days, there’s a good chance you’ve faced the problem of having young, inexperienced sales reps who don’t have the background or training to succeed in their new career without help. They might need more direction than you’re used to giving your direct reports and it..

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18 Feb 2019

Personal Branding in Sales: An Introduction

By: Nick Kane

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness...

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04 Feb 2019

Why Emotional Connections Are Often Your Best Sales Differentiator

By: Nick Kane

One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery,..

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19 Dec 2018

Revenue Operations: How Sales’ Newest Innovation Helps Your Organization

By: Nick Kane

One of the newest trends I have seen arise in the sales world over the last few years is the creation of a team within organizations called Revenue Operations. Often abbreviated as RevOps, it isn’t just another buzzword for sales operations. Rather, it’s a whole new department that serves as the..

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19 Nov 2018

Neuroscience in Sales: Note-Taking and Its Impact on Active Listening

By: Nick Kane

We’ve often stressed the importance of active listening as one of the primary paths to unlocking customer needs and situations in the sales process. Less discussed in the sales world is note-taking and how the different methods neurologically impact the brain – including the tie-in to active..

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10 Oct 2018

How Understanding Choice Architecture Leads to More Effective Sales

By: Nick Kane

When Richard Thaler and John Balz of the University of Chicago and Cass Sunstein of Harvard Law School coined the phrase choice architecture in 2008, they clarified how decision makers make choices. More importantly, they illuminated how choice architects, such as sales people, can use choice..

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01 Oct 2018

Motivate the Middle Tier of Your Sales Team to Maximize Sales Revenues

By: Nick Kane

Although the 80/20 rule was first popularized in the business world by Richard Koch’s 1997 book, The 80/20 Principle, the concept itself was devised a hundred years earlier (1896) by Italian economist and sociologist Vilfredo Pareto at the University of Lausanne in his work, Cours d’economie..

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18 Sep 2018

Neuroscience in Sales: How a Positive Attitude Can Improve Your Performance

By: Nick Kane

You know that always cheerful, chipper coworker whom you wish somedays would turn down the sunbeam while you’re grumpily reaching for your coffee and mulling over the giant pile of paperwork on your desk? It turns out, Sunny Sunshine may have the right idea. That’s the general consensus from..

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