Sales Performance Blog

Welcome to the Janek Performance Group blog page.

27 Nov 2017

The Effective Sales Discovery Process: 5 Tips for Active Listening

By: Nick Kane

In our last post on the sales discovery process, we focused on the importance of asking your customers the right open-ended questions. The goal of asking strategic questions is to have customers clue you into their challenges and goals as part of a natural, two-way conversation. Questioning also..

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14 Nov 2017

The Effective Sales Discovery Process: Questions that Uncover Customer Needs

By: Justin Zappulla

The discovery phase of the sales process is considered crucial by many top sales professionals. The importance of this phase should not be underestimated; in discovery, you gather information for the purpose of closing the sale and set the tone for your entire relationship with your customer.

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31 Oct 2017

How to Develop and Sharpen Your Business Acumen for Sales

By: Justin Zappulla

In last week’s post, we explained why possessing business acumen is a critical tool for successful consultative selling, especially for salespeople who want to be more than just order takers. In today’s post, we want to dig deeper and discuss specifics on how to develop and refine this attribute.

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25 Oct 2017

Why Consultative Selling Requires Business Acumen

By: Nick Kane

It's astonishing to see just how much change has sprung about in B2B sales in the past few years - it almost feels like a different world at times. In the past, sales reps possessing solid rapport building skills, coupled with decent product knowledge, had a good chance of closing sales and..

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04 Oct 2017

Debunking the Top 5 Social Selling Myths

By: Nick Kane

As popular as social media has become today, many business owners and sales professionals are still skeptical of using social media in their sales efforts. Why is there hesitancy? Is it because they fear the unknown? Perhaps they lack the skills or knowledge which increase their reluctance? If used..

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27 Sep 2017

Does Your Sales Compensation Package Encourage Bad Behavior?

By: Justin Zappulla

At the heart of any successful sales organization are sales professionals. They are the driving force for revenue for their employers and are expected to do the “heavy lifting” when it comes to boosting company earnings. Success in sales is fueled by ambition and motivation of each team member, and..

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01 Sep 2017

6 Ways Successful Sales Reps Overcome Call Reluctance

By: Nick Kane

After working with thousands of sales professionals over the years, you tend to pick up on what they like and don’t like to do. For example, a consistent trend we notice about salespeople that are successful in their role is a love to learn - wheather it is about their products, services, industry,..

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30 Aug 2017

Should You Sell to the Decision Maker or the Influencer?

By: Justin Zappulla

Have you ever encountered a decision maker who couldn’t commit to a decision to buy? Probably most of us who sell B2B have come across such a scenario and learned the hard way that sales are often more complex than anticipated, even if you’ve followed your sales processes to a T. Because quite..

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16 Aug 2017

Need to Drive More Sales? 5 Tips for Improving Your Business Writing Skills!

By: Nick Kane

When entering the amazing, challenging, and fulfilling world of sales, most sales professionals don't think very much about their writing abilities. Their goal is to learn the ropes, build their pipeline and start closing deals; not impressing customers with their grammar and vocabulary!

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26 Jul 2017

3 Ways How Sales Professionals Can Improve Their Emotional Intelligence

By: Justin Zappulla

In last week's post, we established what emotional intelligence means in relation to sales, and why it has become such a critical skill for successful sales professionals today. With that in mind, this post is aimed at providing some suggestions and guidelines to build on that foundation, and..

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