Yearly Archives: 2020
Sales Coaching in the New, Virtual World
In the new, virtual sales environment, the world of coaching has significantly changed. With so many dispersed sales teams working remotely, sales leaders have had to adapt their coaching methods to ensure their reps remain productive and at the top of their game. According to research by Gartner, in response to the challenge of maintaining […]
Overcoming Negative Impressions of Salespeople
While the modern sales force is filled with smart and ethical professionals, an unfortunate negative perception still exists about the occupation. In addition to countless representations of greedy, pushy salespeople popularized in movies, we have all encountered the stereotype of the “typical salesperson,” focused solely on the short-term gain of a single sale. Along with […]
7 Impediments to Consultative Selling
In some ways, the very expression “consultative selling” can be misleading as, on the surface, there should be very little “selling” involved. In fact, it could be argued that if you’re “selling,” you’re not doing it right. Instead, consultative selling prioritizes client relationships and opens a dialogue to identify specific needs to provide solutions that […]
The Sales Enablement Mistakes You Need to Avoid
We’ve discussed what sales enablement is and various strategies for increasing the adoption rate of sales enablement in our previous two posts in this series. Today, we’ll continue our focus on sales enablement by discussing some of the most common sales enablement errors that can doom your efforts. Much like we’ve done previously, we’ll go […]
How to Improve Sales Enablement Adoption in Your Team
In a previous blog post, we introduced the topic of sales enablement – what it is and how the various areas that it covers can help your team become successful. But it’s one thing to know what sales enablement is. It’s another thing entirely to create buy-in and have your team adopt the sales enablement […]
What a Sales Mentee Might Tell You About Sales Mentors
One thing common to successful sales professionals at all levels, from the C-Suite to managers and even top reps, is that most had a mentor to guide them. While all industries have mentor/mentee relationships, and it’s common for professionals to have multiple mentors throughout their careers, there’s something special about a sales mentor. It’s why […]
What is Sales Enablement and How Can It Benefit Your Team?
It’s a phrase that’s often bandied about as one of the key components to a successful sales process and team. But what precisely is sales enablement? The short answer – a lot of different things. The longer answer – the technology, marketing content, information, and knowledge that helps your sales reps to be successful. A […]
Janek Managing Partner Nick Kane Guests on the Optimal Instinct Podcast
On September 1, Janek Performance Group Managing Partner Nick Kane guested on the Optimal Instinct podcast with noted author and organizational efficiency warrior Trish Tagle. In a short but insightful conversation, Nick and Trish discuss how solving problems still tops your customer’s list of expectations, but as buyers have become more educated and the industry […]
Optimizing Sales Enablement for Remote Sellers
Over the last decade, one of the hottest topics in sales has been sales enablement, the process of providing sales professionals with the tools, technology, training, and content to increase productivity and empower them to win. According to Brainshark, companies with sales enablement have a 15 percent higher win rate that those without it. At […]