Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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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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07 Jun 2018

Why Your LinkedIn Message Response Rates Are So Low

By: Nick Kane

LinkedIn has become one of the hottest tools for outbound prospecting via the InMail future. On the surface, it seems like a great idea – there’s overall less traffic than in email, and with over 500 million users, 40% of whom check in daily, it’s one of the fastest growing social media sites both..

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29 May 2018

Maximizing Your Prospecting Time

By: Justin Zappulla

Prospecting is a time-consuming and arduous task, but it’s also necessary to grow your business and increase revenues. We’ve written before about the importance of maintaining a healthy pipeline, but this delves deeper into the particulars of how to best utilize your business development time.

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16 May 2018

Click Here to Improve Your Email Open Rates

By: Justin Zappulla

We in the sales world and our marketing cousins are always trying to better our email open rates. It’s a tough thing to do, especially these days when people are bombarded constantly with messages - 105 billion emails are sent every day!. Add in filtering systems like Gmail’s Social and Promotions..

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15 May 2018

Getting Past the Gatekeeper: An Advanced Study

By: Justin Zappulla

One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind,..

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11 May 2018

How To Use Role-Playing To Drive Sales Success

By: Nick Kane

One of the most overlooked and underutilized sales training and coaching tools is sales role-playing. However, just over 20% of sales teams utilize role-playing, despite its effectiveness in improving sales results, In fact, in one case study, daily role-playing exercises took two radio stations..

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28 Mar 2018

Is There Another Objective Behind Sales Prospecting?

By: Nick Kane

You've heard us talk about prospecting in the past. We've spent numerous posts discussing the value and strategies to successfully prospect in today's sales environment. We've discussed structuring prospecting emails, how to overcome objections during the prospecting phase, and virtually every..

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