Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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07 Nov 2017

Why A Positive Mindset Is Key To Sales Success

By: Justin Zappulla

The door-to-door salesman getting his foot shut in the door is a well-worn cliché. And Arthur Miller’s play “Death of a Salesman,” which shows the depressing, even tragic, side of this business, has become a literary classic. Things have changed in many respects from the bygone era in which the..

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25 Oct 2017

Why Consultative Selling Requires Business Acumen

By: Nick Kane

It's astonishing to see just how much change has sprung about in B2B sales in the past few years - it almost feels like a different world at times. In the past, sales reps possessing solid rapport building skills, coupled with decent product knowledge, had a good chance of closing sales and..

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18 Oct 2017

4 Strategies to Curb Sales Rep Turnover

By: Justin Zappulla

Sales rep retention remains a top priority for many sales organizations. Considering the sheer amount of resources it takes to onboard new talent, in terms of both cost and time, coupled with lost productivity, it makes perfect sense why. A high turnover can also have a negative impact on team..

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11 Oct 2017

Align Sales and Customer Service Departments for Increased Growth

By: Nick Kane

In many organizations, Sales departments and Customer Service departments are often treated as separate entities with distinct objectives: the Sales team does the legwork to get clients on board and in the door, while the Customer Service team maintains the client relationship by addressing the..

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04 Oct 2017

Debunking the Top 5 Social Selling Myths

By: Nick Kane

As popular as social media has become today, many business owners and sales professionals are still skeptical of using social media in their sales efforts. Why is there hesitancy? Is it because they fear the unknown? Perhaps they lack the skills or knowledge which increase their reluctance? If used..

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16 Aug 2017

Need to Drive More Sales? 5 Tips for Improving Your Business Writing Skills!

By: Nick Kane

When entering the amazing, challenging, and fulfilling world of sales, most sales professionals don't think very much about their writing abilities. Their goal is to learn the ropes, build their pipeline and start closing deals; not impressing customers with their grammar and vocabulary!

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26 Jul 2017

3 Ways How Sales Professionals Can Improve Their Emotional Intelligence

By: Justin Zappulla

In last week's post, we established what emotional intelligence means in relation to sales, and why it has become such a critical skill for successful sales professionals today. With that in mind, this post is aimed at providing some suggestions and guidelines to build on that foundation, and..

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19 Jul 2017

Why Emotional Intelligence Matters in Sales

By: Nick Kane

Emotional intelligence, or EQ (short for emotional quotient), has been a buzzword in the business world, and more specifically in sales, for several years. By definition, EQ describes the ability to recognize and regulate emotions within yourself and to recognize and respond to the emotions of..

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05 Jul 2017

4 Ways How Top Sales Performers Handle Rejection

By: Justin Zappulla

The word "no" can be disheartening to us in sales. Whether uttered by a prospect or a customer, it is an unfortunate word we hear more often than we would like. It can definitely be demotivating, and that negativity may even seep into overall performance.

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