Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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16 Aug 2018

How Benjamin Franklin’s 13 Virtues Apply to Sales

By: Nick Kane

The story of Benjamin Franklin is one of our most American – and not only because he’s one of the country’s Founding Fathers. Born into poverty in a family of 17 children, with very little formal education, he became one of the most famous, intellectually revered, and richest men in the world...

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13 Aug 2018

4 Stark Realities of the Sales World, and How They’ll Make You Better

By: Nick Kane

As sales professionals, we seem to have an innate inclination to focus on the positives and optimism, which can be an important trait when working in a career that can often come with its frustrations and road blocks. But being aware of the contours that make up the realities of the sales rep life..

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07 Aug 2018

How to Get Back in the Sales Game After an Extended Absence

By: Nick Kane

Sales is an exciting and, at times, an emotionally draining career – one that can be prone to burnout and a need to step away. Or perhaps you changed careers and are, after time spent in another arena, coming back to the world of sales. There’s a myriad of other reasons why there would be a gap..

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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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29 Jun 2018

The Power of Psychographics in Prospecting and Selling

By: Nick Kane

One of the hot new buzzwords in marketing and prospecting in recent years is psychographics, or psychological metrics. The term was popularized by William Wells in his 1975 article for Journal of Marketing Research, titled “Psychographics: A Critical Review”. 40 years later, it experienced a..

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20 Jun 2018

Sales Lessons from Iceland’s Unexpected World Cup Appearance

By: Justin Zappulla

Iceland is a tiny island nation about the size of Tampa Bay, Florida in terms of population (just over 330,000). Yet, they accomplished the remarkable in not only qualifying for the 2018 World Cup for the first time in history, but drew Argentina, one of the tournament favorites, 1-1 in the opener...

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18 Jun 2018

How to Spend the First 30 and Last 30 Minutes of Your Workday

By: Nick Kane

We’ve all been there – the 6:30 am wakeups to prepare yourself and the household for work and school, a hundred things running through our minds as we rush off to the office. With so many distractions and more waiting to ambush us at the office, sometimes it’s just enough to grab coffee before..

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12 Jun 2018

President’s Club or Short Sales Contests: Which Is Best?

By: Nick Kane

President’s Club. STAR Club. Summit. The 100% Club. The Winner’s Circle. The Chairman’s Circle. It goes by many different names, but it all denotes one thing – the best of the best; the top annual sales performers in your organization. It conjures up visions of fat bonuses, expensive and luxurious..

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07 Jun 2018

Why Your LinkedIn Message Response Rates Are So Low

By: Nick Kane

LinkedIn has become one of the hottest tools for outbound prospecting via the InMail future. On the surface, it seems like a great idea – there’s overall less traffic than in email, and with over 500 million users, 40% of whom check in daily, it’s one of the fastest growing social media sites both..

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