Category Archives: Research
4 Sales Trends to Watch in 2024
If sellers possessed crystal balls, they’d all be wildly successful. They’d know which clients to target, and which deals would close. They would also better prepare for change. At Janek, we help many sales leaders plan and forecast. One thing we often hear is no one could have foreseen the pandemic. While no one predicted […]
What You Should Know About Sales Habits
What if everything we think we know about habits is wrong? How does someone start listening to a podcast once and then follow it daily? We’ve heard that it takes “21 days to create a habit” and “10,000 hours to become an expert,” but what if it’s not a one-size-fits-all for habits? This article explores […]
Giving Thanks and Practicing Gratitude in Sales
In the hustle and bustle of sales, it is easy to get caught up in targets, quotas, and deadlines. We often find ourselves chasing the next opportunity, deal, and sales milestone. Yet, amidst the fast-paced nature of our profession, we can take a moment to pause, reflect, and express gratitude for the elements that truly […]
The Impact of AI on Sales Professionals
Artificial Intelligence (AI) in sales can be both an asset and a liability for professional salespeople. It promises efficiency and personalized interactions yet raises fears of job displacement. This dynamic interplay prompts a critical question: can sales AI and human sales expertise coexist harmoniously? The future of sales lies in amplifying human capabilities with automation, […]
Balancing AI and Trust in Sales for Optimal Results
Sales technology feels like it is evolving faster than we can keep up. Especially when it comes to recent advancements in artificial intelligence (AI). Here I will explore the current state of AI in sales, and its potential for improving seller productivity. Before making a rush to judgment, I need to qualify my position on […]
Buyer Personas and Perception
Does your sales approach take buyer personas into consideration? You know, that ideal customer profile of your best potential prospect? Deeply knowing “who” you are selling to is critical in developing a successful sales approach. In this article, we will explore the concept of buyer personas and how sales reps can apply the principles of […]
Navigating the Dunning-Kruger Effect in Sales
The Dunning-Kruger Effect is a cognitive bias in which people with less skill, experience, or expertise overestimate their ability and knowledge. It was first coined by Cornell University psychologists David Dunning and Justin Kruger. Their 1999 study focused on logical reasoning, grammar, and social skills. It found that the bottom quarter of participants rated their […]
Participate in Research on Managing Existing Accounts & Growing Relationships
Together with Selling Power, we’re conducting a survey in support of an upcoming research study to explore how top-performing sales leaders are improving customer relationships to drive growth. The goal is to get a better understanding of how top performers manage and grow client relationships. The survey is quick and easy to complete, taking just […]
The Science of Learning Sales
The rookie sales rep just lost a big deal to the competition. The sales manager spends three hours of one-on-one sales coaching, covering what went wrong and what to do differently. After this latest crash course on selling, the manager sends the sales rep back into the field. However, the next opportunity is lost due […]
