Sales Performance Blog

Welcome to the Janek Performance Group blog page.

15 Jul 2019

Can Salespeople Really Change Their Habits?

By: Tim Moungey

A short time ago, I spent the week with my sister, my uncle, and one of my nephews, cleaning out my parents’ house to prepare it to sell. Along with the usual sharing of stories or excitement over items long-thought lost, I ran across an assessment from my preschool days – which is pictured in part..

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26 Jun 2019

Become a Top Performer With These 4 Traits

By: Justin Zappulla

There are many theories on the differences between top performing sales professionals and their underperforming peers. Given the divergence of opinions, it can be challenging to determine why some sales reps excel while others have a much more difficult time achieving their target. However, there..

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25 Jun 2019

How to Navigate the Sales Team Chaos of Mergers and Acquisitions

By: Justin Zappulla

One of the most turbulent times a company can go through is a merger or acquisition. Anxiety ripples throughout stakeholders who wonder what the post-world will look like, and competitors circle overhead, ready to snatch away clients and talent. We’ve discussed this previously, but wanted to expand..

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18 Jun 2019

The Route to Win-Win Sales Negotiations

By: Justin Zappulla

Henry Kissinger’s primary axiom regarding international diplomacy negotiations (to paraphrase) was that everyone goes home unhappy, but not unhappy enough to start a war. While that works well for ensuring the stability of the world order and the continued existence of humanity, in sales we strive..

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10 Jun 2019

5 Simple Methods to Improve Your Active Listening Skills and Be Better at Sales

By: Nick Kane

We’ve often highlighted the importance of active listening. But that naturally raises the question – how can you become a better listener? What are the drills, the techniques, you can practice in order to listen to hear and understand? It’s an excellent question – one we’re here to answer today.

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04 Jun 2019

Why Trainers Shouldn't Be Confused with Keynote Speakers

By: Nick Kane

Most of us in sales have witnessed the virtuoso speaker, whose elegance, energy, and command of the room have injected enthusiasm and a burst of desire to change one’s work habits and ways of doing things. And this has its place and value in the sales improvement process. But a classic misstep is..

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29 May 2019

Recovering From a Lost Sales Deal

By: Justin Zappulla

All the signs were there – you were on top of things in discovery, picked out the perfect solutions, and delivered a smashing presentation that wowed the decision makers and influencers. You’re practically dreaming of that win and everything that comes with it! And then you receive notice that..

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08 May 2019

6 Tips to Give a More Engaging Sales Experience

By: Nick Kane

Product knowledge is essential for any salesperson. Whatever you’re selling, know it completely. Because the more you know about what you’re selling, the more confident you’ll be. And because the more confident you are when presenting to the customer, the more the product will appeal to the buyer.

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01 May 2019

Video: The Power of Storytelling in Sales

By: Janek Performance Group

Storytelling is perhaps one of sale’s most powerful, yet underutilized tools. In this video interview with Selling Power, Janek Managing Partner Justin Zappulla highlights the value of storytelling as a differentiator, the process of crafting impactful stories, and illustrates why stories matter..

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26 Apr 2019

4 Ways to Master Rapport-Building Skills in Sales

By: Nick Kane

I have an acquaintance who is a genuinely nice person and gifted in their career but hasn’t had the type of success they imagined they would have (or befits their talent and dedication to the craft). For years, they’ve wondered why they’ve seen less gifted people win promotions, raises, etc. while..

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