Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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01 Jun 2018

JR Smith's Blunder and Its Sales Echoes

By: Nick Kane

Last night, Game 1 of the NBA Finals. 5 seconds left, tied game. The Cleveland Cavaliers miss the second free throw, and the Cavs’ J.R. Smith grabs the offensive board. Rather than go for the putback or look for an open teammate, he dribbles out to the perimeter as time expires, sending the game to..

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23 May 2018

Transitioning from Outside Sales to Inside Sales

By: Nick Kane

We’ve had something of a mini-series on outside sales lately – from talking about the transformation of field sales to offering productivity tips for on the road. Today we’ll be talking about how to transition from outside sales to inside sales. We raise this topic because we have seen this as a..

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21 May 2018

How to Stay Productive on the Road

By: Nick Kane

Life on the road as an outside sales rep can be an exciting, fun lifestyle - perfectly suited to nomadic, wandering personalities. But staying productive while away can be difficult – it’s a lot of time by yourself, and it’s easy to feel disconnected from everyone, including the home office...

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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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30 Apr 2018

4 Important Next Level Business Writing Tips

By: Nick Kane

Sales professionals, as a general rule of thumb, tend to rely on their ability to talk to and read people. It’s why face-to-face and phone communication are still the best ways of furthering the sales process. But even given the primacy of oral communications in the sales world, writing is equally..

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