Sales Performance Blog

Welcome to the Janek Performance Group blog page.

20 Jul 2018

Should Sales Reps Call or Email?

By: Nick Kane

One of the conundrums facing sales reps is whether to contact prospects and customers via the phone or email. While the obvious answer is to use both, what isn’t so apparent is that the correct answer isn’t necessarily tied to buyer preference – rather, there’s strong evidence that suggests timing..

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16 Jul 2018

Why Sales Reps Should Leave Voicemail Messages

By: Nick Kane

I learned early on in my sales career the importance of an effective voicemail after leaving countless messages that didn’t receive a callback. The voicemail is your opportunity to touch base on a more personal level with a client. While the quantity of replies might be lower, the quality of..

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12 Jul 2018

Six Keys to Manage Your Sales Territory More Effectively

By: Justin Zappulla

You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales. In tandem with our most recent white paper on Developing an Effective Sales Territory Model, we want to share some best practices that help you..

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10 Jul 2018

How Analysis Paralysis Can Hurt Your Sales and Productivity

By: Nick Kane

We are overwhelmed with information and choices in today’s digital world. The Internet age has simultaneously given us the blessing of access to knowledge and the curse of being aware of so much, that we sometimes don’t know what to think or do. The sales world is no exception, oftentimes freezing..

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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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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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25 Jun 2018

Six Strategies for Surviving the Summer Sales Slowdown

By: Nick Kane

Although we sometimes might not think of it in those terms, many industries have seasonal sales cycles throughout the year – whether it’s the holiday shopping season for retail, the final spending of the budget at the end of the fiscal year, or the slow, drowsy period in summer in many B2B..

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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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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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