Sales Performance Blog

Welcome to the Janek Performance Group blog page.

04 Sep 2019

5 Ways to Prepare Now for a Strong Finish to the Sales Year

By: Justin Zappulla

In sales, trying to do everything last-minute rarely goes well. That means now, late in the third quarter, you need to be laying the groundwork for the closing months of the fiscal year. Here’s how. 

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13 Aug 2019

What Sales Professionals Can Learn from the US Women’s National Team

By: Nick Kane

The US Women’s National Soccer team recently became just the second to win two World Cups and the first to perform the feat back to back. They accomplished this success despite FiveThirtyEight’s statistical model originally projecting the American side as second best to host France and repeated as..

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30 Jul 2019

The 4 Guidelines You Should Follow When Responding to an RFP

By: Nick Kane

Requests for Proposals (RFPs) can be a significant source of revenue for many sales organizations. But they’re also time- and labor-intensive, and using the wrong strategies in pursuing them can result in a net negative to the bottom line, the hidden costs exceeding the revenue gains of won deals...

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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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28 May 2019

How to Price Your Offerings

By: Justin Zappulla

A tricky question for many businesses – especially start-ups – is what price to charge for a given product or service. It’s even more complicated when you consider that within a given industry, there’s liable to be such a wide range that it’s difficult to pin down your price point. So, let’s take a..

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20 May 2019

Four Keys to Optimizing Management of Your Field Sales Teams

By: Justin Zappulla

Although inside sales teams are becoming increasingly popular - to the point where most experts expect parity with field sales reps usage in the near future - outside sales is still a critical component of many organizations’ selling strategies. To be successful in managing external reps, you’ll..

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23 Apr 2019

Seven Sales Motivations That Go Beyond Money and Why They Matter

By: Nick Kane

“It’s not about the salary/it’s all about reality”

This couplet, first appearing in 1988 – in N.W.A.’s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post. Too often, sales professionals can get..

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09 Apr 2019

Sales Rep Engagement and Productivity: What Sales Leaders Need to Know

By: Justin Zappulla

Some people in sales fail to understand the interrelationship between engagement and productivity. Or they aren’t aware that just because someone is productive doesn’t mean they’re engaged and vice versa. Consequently, this primer explaining these things and how you can improve both engagement and..

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01 Apr 2019

A Formal Sales Process: The Key to Increasing Revenue

By: Nick Kane

A common issue among many sales organizations is the lack of a formal sales process. While it’s possible to improve a sales organization without having a universally followed sales process, there’s a limit to how much they can progress. To get the maximum benefit out of other methods, a business..

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11 Mar 2019

How and When You Should Walk Away from a Sales Deal with a Prospect

By: Justin Zappulla

One thing many of our customers encounter is the dilemma of not knowing when and how to walk away from a deal that isn’t right for them. There are countless reasons why this scenario might arise – the trick is not only being able to diagnose when these circumstances are happening but exiting in..

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