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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21 Aug 2019

The Power of Narrative and Storytelling in Sales

By: Nick Kane

Storytelling and sales have always gone hand in hand. Science and art agree on this point: employing narrative is more persuasive and engaging than a mere listing of objective statements. But how does it work? And how do we tell a tale that speaks to our clients?

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20 Aug 2019

What to do When Your Buyers Simply Don’t Answer

By: Justin Zappulla

It’s one of the facts of sales life – buyers often don’t respond. They don’t pick up their phones, don’t respond emails or other various ways to get in touch. Two questions come to mind – 1) Why won’t they just answer? 2) What can you do about it?

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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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08 Jul 2019

How to Grow Word of Mouth and Increase Sales

By: Justin Zappulla

Word of mouth can be either the stuff of dreams or nightmares for sales professionals. When it’s positive, it can have a major beneficial impact on lead generation and winning new sales. When it’s negative, it can seriously damage credibility and overall sales efforts. Since it’s such an important..

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18 Jun 2019

The Route to Win-Win Sales Negotiations

By: Justin Zappulla

Henry Kissinger’s primary axiom regarding international diplomacy negotiations (to paraphrase) was that everyone goes home unhappy, but not unhappy enough to start a war. While that works well for ensuring the stability of the world order and the continued existence of humanity, in sales we strive..

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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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26 Apr 2019

4 Ways to Master Rapport-Building Skills in Sales

By: Nick Kane

I have an acquaintance who is a genuinely nice person and gifted in their career but hasn’t had the type of success they imagined they would have (or befits their talent and dedication to the craft). For years, they’ve wondered why they’ve seen less gifted people win promotions, raises, etc. while..

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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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