Career paths rarely follow a straight line. Jan Mundorf, Account Executive at Pleo and, is living proof of that. In a recent interview with our B2B Legends Show, he shared his journey in B2B sales career and key lessons for anyone hoping to grow in sales. His story is both inspiring and practical, full of actionable advice. For Jan, sales is more than just closing deals; it’s about solving real problems. “You’re not just giving a vitamin pill; you’re the painkiller,” he says, reminding us that great salespeople help customers fix what’s broken and add real value. His journey offers a roadmap for those eager to push their limits and succeed.
1. Embrace the unexpected turns
Like so many of us, Jan didn’t plan on a B2B sales career. He studied management with dreams of becoming a consultant, but life had other plans. When COVID-19 hit, his consulting job offer fell through. Jan had to pivot quickly, and that’s when he found his way into sales. “Sales wasn’t something I aimed for, but when I got there, I just fell in love with the fast-paced environment and the people,” he shared. His advice? Stay flexible and open-minded. Your first job might not be your final destination, and that’s okay.
2. Fast growth comes from clear ambitions
Jan’s rise from an SDR to leading an outbound team in just eight months didn’t happen by accident. He attributes his fast growth to being upfront about his goals. “I was bold with my ambitions,” Jan recalls. “I made a plan, shared it with my manager, and then worked hard to deliver.” His advice? Have clear goals, communicate them, and stay accountable. But don’t forget—you have to back it up with action. Hard work and ambition go hand in hand.
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3. B2B sales career: The power of people in career decisions
One of the most important lessons Jan learned is to follow good people, not just good opportunities. He credits much of his success to the supportive mentors he had along the way. “I’m a people person,” he says. “I follow people who lift each other up and push each other to be better.” For Jan, this focus on relationships has been key to his B2B sales career growth. Surround yourself with people who inspire and support you, and success will follow.
4. Genuinely love the process, not just the results
For Jan, the heart of sales is in the process, not just the outcome. He stresses the importance of being genuine and personal in your outreach. “If you’re sending emails that even you wouldn’t reply to, why send them?” he asks. His approach is simple: love what you do, and the results will follow. Whether it’s a cold call or an email, make sure it feels authentic. “If you enjoy the process, it shows. And that’s what leads to meaningful connections with prospects,” Jan explains.
5. Building a personal brand for success
Jan’s active presence on LinkedIn has played a big part in his career growth. His advice to those looking to leverage social media? Be real, and don’t be afraid to share both your successes and failures. “Sales is 90% failing,” he says. “But sharing those failures helps others learn from your journey.” By showing both the highs and the lows, Jan believes you build trust—and in sales, trust is everything!
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6. The future of sales is more personal, more complex
Looking ahead, Jan believes the future of sales will be more challenging but also more exciting. As AI takes over some of the simpler tasks, the personal, human side of sales will become even more critical. “It’s going to get harder, but that’s the fun part,” Jan says. He emphasises that salespeople will need to focus more on building genuine relationships and honing their cold-calling skills. “When everyone’s sending emails, try picking up the phone. It’s those personal touches that will set you apart,” he adds.
Conclusion
Jan Mundorf’s story is packed with lessons for anyone starting their B2B sales career. His journey shows that ambition, hard work, and the right people can take you far. As the sales world changes, those who stay authentic, keep learning, and adapt will thrive. If you’re ready to build your career, take Jan’s advice to heart—embrace the unexpected and never stop pushing forward.
