Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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12 Oct 2018

How to Overcome Sales' Elephant in the Room: Customer Cynicism

By: Nick Kane

One of the side effects of today’s more informed buyer is an increase in customer cynicism – even to the point where they’ll, at times, reject purchases that are to their benefit. Therefore, sales reps need to be aware of this built-in skepticism and work to overcome it.

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25 Sep 2018

Why You Need to Respond to Inbound Leads ASAP

By: Nick Kane

We here at Janek Performance Group were recently searching for a vendor for a specialized service. What we found was shocking – despite research showing that the response time to inbound leads should be an hour or less, the average response time was around 72 hours – 3 days after our initial..

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28 Aug 2018

The Importance of Jumping in Early in the Buying Process

By: Justin Zappulla

While we all know that today’s buyer is much more informed than ever before, doing preliminary research and review to the point where they’re approximately 60% of the way through the process when they’re ready to buy, the reality is you can’t afford to wait until they’re ready to purchase. In fact,..

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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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