Sales Performance Blog

Welcome to the Janek Performance Group blog page.

14 Nov 2018

Real-World Scenarios: The Key to Effective Sales Role-Playing

By: Justin Zappulla

While role-playing is an excellent tool for coaching and developing sales reps, specific parameters that more accurately replicate their real-life selling experience is needed to maximize the value of the experience. Not only does the role-play then become a teaching moment to improving sales reps’..

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09 Nov 2018

A Brief Guide to Relationship Building in Sales

By: Justin Zappulla

While most people who don’t work in sales think it’s the best product (whether in quality or price) that wins out in a selling situation, that’s often not the case. In fact, in more than a few cases, the deciding factor has less to do with just the solution itself. It’s the relationship the sales..

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05 Nov 2018

3 Common Sales Email CTA Errors and How to Fix Them

By: Nick Kane

Cold emails are a lot like cold calling – they’re venturing out into the icy unknown and can come with a low response rate. Even worse, many sales reps hurt themselves even more by making fundamental mistakes in the most important part of the email – the Call to Action. Let’s take a look at some of..

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31 Oct 2018

4 Best Practices for Maximizing Your Lead Conversion Rates Early in the Process

By: Nick Kane

One of the roughest sales realities is that the majority of your leads won’t pan out. The causes are seemingly endless: the timing isn’t right, something goes amiss with the qualification process, a decision maker vetoes the purchase, the customer gets cold feet, changes happen in the marketplace..

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24 Oct 2018

Overcoming Nightmare Sales Scenarios

By: Nick Kane

At its best, sales is a wonderful, exciting profession with a thrilling chase for closes, supporting clients in achieving their objectives and being able to meet a variety of people in all kinds of locations. At its worst, sales is an exercise in frustration, and the kind of losses that can wound..

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10 Oct 2018

How Understanding Choice Architecture Leads to More Effective Sales

By: Nick Kane

When Richard Thaler and John Balz of the University of Chicago and Cass Sunstein of Harvard Law School coined the phrase choice architecture in 2008, they clarified how decision makers make choices. More importantly, they illuminated how choice architects, such as sales people, can use choice..

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09 Oct 2018

Empathy: The Most Difficult and Valuable Sales Skill

By: Nick Kane

One of the sales skills we think deserves more attention and conversation than it currently gets is empathy. It’s a vital trait to develop in work and in life, allowing you to develop your emotional intelligence to a high level. It’s also perhaps the most difficult skill to develop in sales.

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02 Oct 2018

How Paying Attention to Sales Types Results in Better Hiring Decisions and Job Hunt Success

By: Nick Kane

It’s a common complaint – there just aren’t enough good sales reps out there. Or so hiring managers, business owners, and HR departments think. Conversely, even in an economy that’s allegedly strong, there’s still a lot of people struggling to find work, especially the long-term unemployed. One of..

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18 Sep 2018

Neuroscience in Sales: How a Positive Attitude Can Improve Your Performance

By: Nick Kane

You know that always cheerful, chipper coworker whom you wish somedays would turn down the sunbeam while you’re grumpily reaching for your coffee and mulling over the giant pile of paperwork on your desk? It turns out, Sunny Sunshine may have the right idea. That’s the general consensus from..

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05 Sep 2018

Sales Strategy: Using Gamification to Reinforce Training and Change Selling Behaviors

By: Nick Kane

When sales managers think of using gamification in sales, they often default to sales contests. While those are certainly competitions with prizes for wins, we consider contests to be separate from gamification. In our view, the term refers to the use of games to: 1) drive more sales, 2) cement..

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