The Brooks Group

AUGUST 24, 2010

The same is true in sales management. A sales manager who gives poor suggestions or old-school ideas will do more harm than good. As a manager of salespeople, what are you doing to ensure you're a good coach? In other words: What books are you reading? Responsive salespeople are.

Sales Management 40

Sales Management Management Sales 40

Spotio

JUNE 13, 2023

At the end of every month, sales managers may be asking themselves a single question: Why is my sales team falling short of their selling quota? Sales metrics might answer that question, but too often, sales managers look at metrics that are outside of their control. How many demos are they booking?

Management 92

Management Sales Sales Management Sales territory 92

Evolve Your Success

SEPTEMBER 28, 2022

Device Rep To West Sales Manager – The 2 Year Sprint With Jacob Mclaughlin Part 1. We had a talk and that’s when I started saying, “Someone told me about med device sales. Sales Manager: Track your journey. Tell everybody what book they can find this in. I have two books. Love the show?

Sales Management 52

Sales Management Sales Management Medical sales 52

Scott Burrows

JUNE 21, 2022

5 Steps to Spark Sales Motivation Motivation seems to be at an all-time low and, as a motivational sales speaker coming from a sales background, it’s concerning. Not just for me, but for organizations, sales trainers, sales managers, and sales team leaders.

Sales 52

Sales Sales Management Management Pharmaceutical Sales 52

Spotio

JULY 22, 2024

And while it might sound simple, it’s important to understand that sales appointment setting always centers around two goals: there’s the ultimate goal of closing a deal but also the short-term goal of getting the first serious “yes” from the prospect. Oftentimes this will create just enough interest to book an appointment with the prospect.

Sales 98

Sales Prospecting Leads Sales process 98

Storyvine

NOVEMBER 2, 2022

5x the number of appointments booked. One rep told us that a year ago he sent out 40 text-only emails in one month and he booked two appointments. A month later he was part of the Storyvine pilot, and he sent out 40 emails with personalized videos for each of the doctors, and he booked ten appointments. 100 doctors, 1 day.

Sales 85

Sales Doctors Training Sales Management 85

The Brooks Group

NOVEMBER 14, 2018

Few jobs are more demanding than that of the sales manager. With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward. . Learn how to create a productive sales meeting agenda in this post.

Management 61

Management Sales Sales Management Training 61

Medical Device Success

APRIL 12, 2020

Devon’s LinkedIn profile is here and her book is here. Devon’s LinkedIn profile is here and her book is here. Amy Webb – Author of best selling “The Signals are Talking” website link is here. Devon Powers – Prof. at Temple University and author of “On Trend: the business of forecasting the future”. Have a great week!

Medical 100

Medical Sales Marketing Sales Management 100

Integrity Solutions

SEPTEMBER 22, 2020

Now they have to book an appointment, do a lot of planning on the front end, use technology and be more deliberate overall. From a coaching and training point of view, sales leaders need to focus on these mindset issues and beliefs first , because once they are in alignment, it will unleash the person’s energy and achievement drive.

Healthcare Sales 93

Healthcare Sales Sales Healthcare Healthcare 93

The Brooks Group

JULY 23, 2019

As one of the original 10 employees and the first sales manager and director, I’ve had the privilege of helping to build this culture from scratch. And this was perfect for me, a self-confessed goof -- and an obsessive sales manager. Giving compliments is a well-documented sales motivational tactic.

Sales 75

Sales Sales Management Management Marketing 75

The Brooks Group

MAY 13, 2016

Define your sales management process. Unless you clearly articulate what “good” sales management looks like, it’s difficult to coach to it. In other words, the behavioral expectations you have of your managers needs to be defined and observed. Find a book about coaching. Demand accurate forecasting.

Sales 61

Sales Sales Management Management Training 61

Storyvine

AUGUST 3, 2022

Salespeople have been using Storyvine to create personalized videos, and seeing dramatic results in the intimate world of pharma sales, from increased open rates, to one rep seeing a 5x increase in booked meetings vs. text-only emails, to a large pharma team producing more than 5,000 videos in a six month trial. It’s a must-have.

Customer Relationship Management 98

Customer Relationship Management Sales Relationship management Pharma 98

Integrity Solutions

AUGUST 28, 2019

They’ve read all the product literature and books on selling and can answer most customer questions that come up. They know your CRM processes, faithfully attend all of your sales meetings and diligently learn everything you attempt to teach them. Every organization has them. They’re loyal, honest, conscientious, good salespeople.

Training 18

Training Sales Sales Management Management 18

CloserIQ

NOVEMBER 9, 2018

Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. Top Sales Books for Enterprise Account Executives. 7 skills you’ll need to become a Sales Manager (Steli Efti of Close.io). Featured Article. ” Selling Strategies.

Recruitment 49

Recruitment Sales Sales Management Prospecting 49

Integrity Solutions

AUGUST 13, 2021

By adding Emotional and Social Intelligence to the coaching model, sales team coaches can discover amazing success. Focus on fostering a culture that supports Emotional and Social Intelligence, since emotional skills are critical to the relationship aspects of sales, service and other functions.

Sales 107

Sales Management Sales Management Training 107

The Brooks Group

JANUARY 5, 2017

Instead of scheduling your one-to-one meetings throughout the week, book them in chunks. At The Brooks Group, we follow the meeting system set up in Gino Wickman’s book Traction to keep meetings on point and highly productive. . NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.

Sales 49

Sales Sales Management Management Leads 49

CloserIQ

JANUARY 7, 2019

It’s quite common for interviewers to ask about the last three books you read. Your answers don’t need to be business-related, but you shouldn’t struggle to identify three books. Sales managers want to hire professionals who conduct themselves gracefully at all times. Discover the best sales career opportunities.

Sales 85

Sales Prospecting Sales process Sales presentations 85

Contrarian Sales Techniques

DECEMBER 10, 2024

Whether its going the extra mile to understand the Blue Book (for government hospital purchases) or mastering digital tools for virtual meetings, every bit of effort counts. Leveling Up: Becoming a Product Specialist Once youve proven your worth as a Sales Rep, the next step is often Product Specialist or Key Account Manager.

Medical sales 52

Medical sales Sales Medical Key account management 52

Evolve Your Success

JULY 17, 2024

Sam Cooper, the senior district Sales Manager for InMode, joins us to share his remarkable journey from copier sales to becoming a leading figure in the aesthetic medical sales industry.

Medical sales 52

Medical sales Education Sales Medical 52

The Brooks Group

MARCH 17, 2017

Include a branded notepad or calendar, or for larger opportunities, include a relevant book. That’s how your prospect will feel when they get a handwritten letter from your sales rep. As a sales leader, it’s your responsibility to coach your salespeople through stalled deals in the most effective way.

Prospecting 58

Prospecting CRM Sales Sales process 58

The Brooks Group

JULY 31, 2018

Resist the urge to simply hand new employees a book of company guidelines and performance expectations. Instead, work with your sales reps to establish short-term goals and long-terms goals together, using two-way communication. NOTE: Our sales training tools are designed to make your life easier. Use them to your advantage.

Sales 56

Sales Sales process Sales Management Training 56

The Brooks Group

JUNE 20, 2016

While a sales manager is there to guide their people, quality coaching will get your team discovering the most effective strategies themselves. In the fully-booked, do-more-with-less-time world that a sales leader lives in, there is no time for inefficiency. Conclusion.

Sales 49

Sales Sales process Sales Management Management 49

The Brooks Group

FEBRUARY 28, 2020

There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building. Here at The Brooks Group, we wrote the book on value selling – literally.

Prospecting 52

Prospecting Sales Sales Management Training 52

The Brooks Group

FEBRUARY 14, 2018

One of the best ways your salespeople can build their confidence in sales is to surround themselves with successful, goal-oriented people. The sales manager should set the example by being positive and confident themselves, and avoiding negativity when possible. Positive, optimistic people motivate us to achieve.

Sales 70

Sales Sales process Training Prospecting 70

The Brooks Group

FEBRUARY 15, 2016

In Roger Ailes’ book , “You Are the Message,” he recommends leaders are best served to act more as a thermostat , regulating the energy and intensity, versus a thermometer , reacting to the environment with transparency. The 10 Most Common Sales Management Mistakes. Where sales managers should spend most of their time.

Sales Management 40

Sales Management Sales Media Management 40

Medical Device Success

FEBRUARY 2, 2011

Good advice found at Let’s Talk Trade Shows (and a free e-book). While you must be cautious in medical devices with social media, it can still be a valuable tool in driving people to your exhibit.

Sales 100

Sales Sales goal Marketing Leads 100

The Brooks Group

JANUARY 25, 2016

In order to do that, you need to have a solid recruitment strategy that aligns to your sales strategy, and ensure that it’s endorsed by senior leadership. Follow these four fundamentals for building a best-in-class sales recruitment strategy. NOTE: Our sales training tools are designed to make your life easier.

Recruitment 45

Recruitment Sales Sales Management Training 45

Integrity Solutions

MAY 1, 2023

As Daniel Goleman noted in his groundbreaking book , “Emotional Intelligence,” research shows that up to 90% of performance effectiveness is due to emotional savvy rather than technical knowledge or skills. Training should set the stage for further and ongoing coaching in these areas with the sales manager.

Sales 87

Sales Training Management Relationship management 87

The Brooks Group

JANUARY 30, 2020

Such inertia can have a chilling effect on the ability to reinforce new sales techniques – within a couple of weeks, all those lessons remain locked away in a binder on some shelf, and the old bad habits again start creeping in. If we can help you set your team up for consistent sales success, let’s start a conversation.

Sales 52

Sales Training Management Sales Management 52

Integrity Solutions

APRIL 8, 2024

As we emphasize in our book Listen to Sell , sales success is more an issue of who you are and what you believe is possible than what you know. Shifting Sales Mindsets is Possible — And Essential In Listen to Sell one of the biggest takeaways for salespeople is this: The most significant variable in your sales success is you.

Sales 70

Sales Training Product Knowledge Management 70

The Brooks Group

FEBRUARY 12, 2020

Clearly, you have some existing accounts that loom larger in your book of business. For more than 40 years, The Brooks Group has partnered with sales organizations around the globe—helping them to hire, train, coach, and develop salespeople and sales managers to reach maximum performance levels.

Sales 72

Sales Prospecting Training Sales Management 72

Evolve Your Success

NOVEMBER 21, 2023

You’ve been a sales manager. I read probably two books a week. One business book, one bestseller. Stephen King’s book, Holly , came out and I finished it. I would much rather sit down with a book than watch TV. I thought I was doing something with my 2 to 3 books a month. Are you ready?

Medical sales reps 103

Medical sales reps Medical sales Sales Medical 103

Spotio

JULY 25, 2023

Traditionally, relationship-building may have begun with a cold call to follow-up after mailing a brochure, but sales management software has transformed how reps build rapport with prospects. Use sales software to create cohesive communication across every channel.

B2B Sales 98

B2B Sales Sales Prospecting Sales process 98

Integrity Solutions

JANUARY 23, 2023

The past several years have certainly tested the mettle of even the most experienced salespeople and sales managers. Everboarding threads the focus, intention and philosophy of onboarding throughout the year, and your sales managers play a key role in this. Read a chapter in a self-development book.

Sales 80

Sales Training Sales Management Management 80

Integrity Solutions

AUGUST 29, 2019

Ron’s legacy as a training innovator and thought leader endures – with some 12 books and more than 30 training programs that deployed millions of global graduates. When your values, motives, and desire to help customers are right, your actions and behaviors will be right.

Training 66

Training Sales Ethics Specialization 66

Quantified

OCTOBER 16, 2023

ChatGPT is a large language model (LLM) machine-learning chatbot that is trained using huge amounts of data from around the internet as well as from a variety of other sources, such as books and articles. Related: Sales Managing vs. Training vs. Coaching: What’s the Difference?

Sales 52

Sales Training Sales Management B2B Sales 52

Quantified

NOVEMBER 3, 2022

Toward the middle of the 20th century, even Ivy league universities were offering sales courses, though modern counterparts focused more on entrepreneurship and business than pure sales. This leaves book writers, gurus, and companies as the primary sales strategies and tactics teachers.

Training 52

Training Sales Sales Management Management 52