Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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07 May 2018

The Unrealized Value of Introverted Sales Reps

By: Justin Zappulla

When most people think of a sales rep, they envision an enthusiastic, energetic whirlwind of an extrovert, full of charm and conversation. And while it’s true that many sales professionals are extroverted, there’s also a surprising number of introverts among the ranks. What’s even more stunning –..

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11 Apr 2018

At What Point Are Salespeople Too Service Oriented?

By: Nick Kane

Recently, I visited a local pool supply store to gather some materials to get our pool ready for the upcoming Las Vegas summer. When you visit the pool supply store, you typically bring a water sample to have it analyzed. Doing so gives you a head start on the chemicals required to break your pool..

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20 Mar 2018

The Challenges of Selling to the Informed Customer

By: Justin Zappulla

It’s no secret that today’s buyers are much better informed than their counterparts just 5 or 10 years ago. Today, information is a mouse click away on the Internet and in fact, a study by Accenture revealed that a staggering 94% of B2B buyers conduct some sort of online research before making a..

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13 Feb 2018

How to Ensure That Sales Training Pays Off

By: Nick Kane

It’s common practice for sales organizations to earmark significant budget dollars for sales training. It’s an ongoing operating expense, and a necessity for a healthy company. But in order for a training program to be effective over the long term, it needs to be thoughtfully and carefully planned..

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31 Jan 2018

4 Soft Skills That Sales Reps With Strong Technical Acumen Need to Master

By: Nick Kane

As a sales training organization, we often encounter clients that sell in a more technical environment and ask us a consistent question… Should they hire sales professionals with sales experience and teach them the technical ins and outs of their products; or should they hire technical experts and..

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02 Jan 2018

The Bad Sales Habit You Have to Break: Stop Interrupting

By: Nick Kane

Think back to a conversation you've had with a friend or colleague where it seemed like they were consistently jumping in and saying something every time you stopped to take a breath. How were you feeling during the conversation? Most would agree, it's beyond frustrating. And while you have heard..

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08 Dec 2017

Video: How to Succeed in a Sales Management Role

By: Janek Performance Group

During the recent Sales 3.0 Conference in Las Vegas, Janek Managing Partner Justin Zappulla sat down with Selling Power founder Gerhard Gschwandtner to discuss the various challenges of effective sales management leadership. Talking points include the transition from a sales rep to a sales..

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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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