Sales Performance Blog

Welcome to the Janek Performance Group blog page.

23 Apr 2019

Seven Sales Motivations That Go Beyond Money and Why They Matter

By: Nick Kane

“It’s not about the salary/it’s all about reality”

This couplet, first appearing in 1988 – in N.W.A.’s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post. Too often, sales professionals can get..

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01 Apr 2019

A Formal Sales Process: The Key to Increasing Revenue

By: Nick Kane

A common issue among many sales organizations is the lack of a formal sales process. While it’s possible to improve a sales organization without having a universally followed sales process, there’s a limit to how much they can progress. To get the maximum benefit out of other methods, a business..

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13 Mar 2019

Personal Branding in Sales: Your Social Media Presence

By: Justin Zappulla

Recently, we provided an introductory guide to personal branding in sales. Today, we’re continuing our series by looking at personal branding on social media. It’s one of those things that sounds simple in theory, but in practice can be more difficult to implement successfully than most people..

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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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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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29 Jan 2019

Video: What You Really Need to Know About Onboarding Salespeople

By: Janek Performance Group

In this interview with Selling Power, Janek Managing Partner Nick Kane discusses the onboarding process, highlighting key areas that are stumbling blocks for organizations trying to put together an effective onboarding program. He also emphasizes the difference between those companies that have a..

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22 Jan 2019

Don’t Let Your Sale Become a Victim of Commoditization

By: Nick Kane

Even in today’s value-driven sales environment, price sensitivity remains a constant priority for most buyers. Many companies and advertisers are often competing in a race to the bottom, with constant reminders that they are offering the lowest prices - or that they are willing to match prices from..

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21 Jan 2019

Video: The Advantages of Microlearning in Sales Training

By: Janek Performance Group

Microlearning has gained much greater currency in the last few years in sales training. In this interview with Selling Power, Janek Managing Partner Justin Zappulla examines microlearning from the perspective of both frontline sales reps and sales managers. He also discusses the importance of..

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07 Jan 2019

Knowing Your Competition is Critical to Sales Success

By: Nick Kane

“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” – Sun Tzu, The Art of War

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