Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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04 Mar 2019

What You Need to Know to Write Winning Sales Proposals (Part 2)

By: Nick Kane

Previously, we looked at the large picture issues involved with writing effective sales proposals. Today, we’re bringing you the second part of this two-part series and digging deeper into the interior specifics for strong proposals.

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27 Feb 2019

What You Need to Know to Write Winning Sales Proposals (Part 1)

By: Nick Kane

Proposals. Whether they’re for sales to secure business, for grants to gain funding, or even the most basic of asking someone to marry you, proposals can be stressful endeavors that require a lot of time, thought, planning, and resources. While we can’t help you plot the perfect marriage proposal,..

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12 Feb 2019

The Sales Rep’s Guide to When and How to Follow Up

By: Justin Zappulla

We often encounter sales reps and business development reps who have reached out to us and ask “When should we follow up?” and “What do we say when we follow up?”. Just like in the job market, there’s a push-pull tension between wanting to reach out soon enough to maintain top of mind presence, yet..

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30 Jan 2019

Key Tips For Your Elevator Pitches - Yes, That's Plural!

By: Nick Kane

In business, and in life in general, it’s a good idea to have at least one elevator pitch handy for when you meet new people. It helps to break the ice and lays the groundwork for a possible future relationship. While most of the conversation in the blogosphere and the publishing world centers..

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16 Jan 2019

Selling to the C-Suite: Why You Need a Different Sales Mindset

By: Nick Kane

Many of our customers have commented over the years that they don’t know how to sell to the C-Suite. It can be an intimidating process – hard to get the meeting in the first place, even more difficult to have a successful presentation. It’s also an area where many sales professionals fail –..

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10 Oct 2018

How Understanding Choice Architecture Leads to More Effective Sales

By: Nick Kane

When Richard Thaler and John Balz of the University of Chicago and Cass Sunstein of Harvard Law School coined the phrase choice architecture in 2008, they clarified how decision makers make choices. More importantly, they illuminated how choice architects, such as sales people, can use choice..

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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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