Chat with us, powered by LiveChat

Sell Me This Pen: How to Answer the Old-School Sales Question in Today’s World

It’s been a part of sales job interview lore for decades – making its appearance in books, movies, and in real life. But is “Sell me this pen” still a valid exercise to use in a changed marketplace? By now it’s long past the freshness date and has ossified into old school, bordering on cliché. […]

What B2C Sales Reps Need to Know Before Moving to B2B

You’ve proven your ability in the B2C sales world and now are moving to B2B – perhaps for a new challenge or maybe to get into a potentially more lucrative career path. Congratulations on your switch. But before your first day, you should be aware of some things about selling B2B: You’ll have to be […]

Sales Managers, Beware the Numbers Trap

Everywhere you look – from sports to predicted purchasing decisions – big data and analytics dominate. As a society, we’ve become addicted to numbers due to their objectivity. And the factual existence of figures and metrics can’t be denied. But data fixation can also be a tunnel-vision trap. We previously discussed why sales managers need […]

Don’t Rely on Automation Software for All Your Lead Nurturing

Sometimes it seems like there is never enough time in the day. From prospecting to emails, phone calls, presentations, and everything in between, you can feel like you are constantly chasing your tail. So it makes sense to look for ways to save time and automate processes. And thanks to marketing automation software, time-consuming tasks […]

A Guide to Selling to Multiple Departments in a Single Sale

Because sales is more complex than ever, professionals in the field have to keep in mind they face the very real possibility that they’ll be selling to a group of decision-makers, rather than a single final decider. This is particularly true when a sale to an organization involves more than one department. It’s a situation […]

A Formal Onboarding Process: The Key to Speedy New Sales Hire Productivity

Far too often, we see onboarding look something like this: New sales reps get a quick tour of the office and team meet and greet, some product training, and then are largely left to self-initiate, leading to numerous questions to their manager – an inefficient process that translates into a much slower ramp up to […]

The Year in Review: Our 5 Most Popular Blog Posts of 2019

As you can imagine, this was a big year for our blog. With our rebranding into the Bigger, Better, Bolder Janek, we improved the readability of our blog and made it easier for you to locate the post you’re looking for with our new keyword search. We also saw a theme emerge in our most […]

Converting Trade Show Appearances Into Sales

Trade shows are one of the top opportunities for networking and prospecting, and naturally can be one of the biggest single line items in the budget as a result. Yet far too many organizations and attendant sales reps fail to take full advantage of their trade show dollars — in many cases resulting in wasted […]

5 Ways to Motivate Your Sales Team Without Spending Money

Perhaps you’re a small business whose financial resources are limited. Or maybe you’ve spent your budget for sales contests. You might simply want to know more about cost-effective, free ways to motivate your sales team. No matter what category you fall under, we have some great advice for you – five tips to help motivate […]

How to Deliver More Effective Online Sales Presentations

We all know that the 21st century has seen an ever-increasing emphasis on a remote sales process. As a natural consequence of that shift, a greater share of presentations are given online, rather than in person. On the one hand, this shift to remote selling means we’ll have easier access to more customers than ever […]