Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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12 Sep 2018

Neuroscience in Sales: Negotiations

By: Nick Kane

There’s a surprising amount of research on neuroscience in areas related to sales – it’s becoming a field of increasing interest as companies and academia seek to understand the biomechanics of the buying and selling processes. Today we’ll be looking at how neuroscience applies to negotiations, and..

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23 Aug 2018

The Emotional Vs Logical Quandary in Sales

By: Nick Kane

Ask 10 different sales professionals whether it’s better to sell a customer on logic or emotion, and most of them will probably say you need to use both. But Gerald Zaltman, professor at Harvard Business School, notes that 95% of our buying decisions are done subconsciously, and there’s..

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24 Jul 2018

The Importance of Perfect Ethics in Sales

By: Nick Kane

Sales professionals are overwhemingly honest, well-intentioned people who want the best for their customers. But even with those good qualities, sales reps sometimes fall into ethical traps – often without intending to do so and without any malice. That creates problems further on down the line and..

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03 Jul 2018

Are Sales Demos Critical for Winning Deals?

By: Nick Kane

Sales demos are frequently a part of the sales process, particularly for high-end or complex technological services and products. But there’s an argument to be made that sales reps may be relying too much on their product or service demos and jumping into the demo phase prematurely. After all,..

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19 Jun 2018

Choosing the Right CRM for Your Business

By: Nick Kane

It’s amazing how fast CRM software has exploded as a part of the selling scene and overall strategies within sales organizations. In the last decade, CRMs (which began in the 1980s) have boomed, and now, 74% of businesses use a CRM, as opposed to 56% a year ago.

Much of that growth has come from..

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11 Jun 2018

How to Select the Right Social Selling Strategy and Platform for Startups and Small Businesses

By: Nick Kane

On our blog, we don’t talk a lot about marketing. However, considering the ever-growing link between sales and marketing, we wanted to discuss what to consider when focusing your social media efforts.

There’s a plethora of different social media networks out there, and each one demands resource..

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02 May 2018

The Transformation of Field Sales

By: Justin Zappulla

In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services. That’s obviously changed since then, and the outside sales reps of today face challenges..

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18 Apr 2018

Improve the Effectiveness of Your Sales Territory Planning

By: Nick Kane

At Janek, we often witness how sales territory alignment and planning are overlooked components within sales organizations. Quite frequently they run on auto-pilot and are given little attention by sales leadership. In other words, once the sales territories are set up (often based on guesswork and..

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20 Feb 2018

Why Sales Professionals Should Challenge the Status Quo

By: Justin Zappulla

As a sales professional, you know that an important part of advancing your opportunities is a successful sales presentation. The last thing you want to do is rush through a presentation, read off the slides, and hope that the message "sticks" with your prospects. A great sales presentation should..

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