The Brooks Group

MARCH 12, 2019

Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether. In a sales call, “no” doesn’t always mean “no.”

Sales 96

Sales Prospecting Training Sales process 96

Integrity Solutions

MAY 24, 2023

What Is Sales Training? Sales Training – at its heart – should be about learning to uncover and identify customer needs, thus creating value and providing service. Successful sales people know is about doing something for the customer – not to the customer. Why are you doing the training?

Training 52

Training Sales Management Sales Management 52

The Brooks Group

MARCH 3, 2020

So, you’ve decided to choose a sales training provider to assist you in beefing up your sales team – congratulations! Some companies are simply unwilling to devote the time and resources necessary to get to the heart of sales self-improvement – so you’ve crossed the first hurdle. Innovative offerings or delivery methods.

Training 52

Training Sales Sales Management Management 52

CloserIQ

MAY 7, 2019

The sales paradigm has drastically changed. Sales reps who are just interested in customer’s money are doomed to failure. A strong sales strategy is essential for winning the trust and loyalty of modern buyers. Moreover, to support this sales strategy and ensure its success an advanced sales tool like CRM is required.

CRM 104

CRM Sales Strategy Sales Sales pipeline 104

Spotio

FEBRUARY 6, 2023

On average, 50% of a sales rep ’s time daily is wasted on the wrong prospects. This stat might be less surprising when you learn that companies spend 5x more on hiring a sales rep than they do training them. Poor sales training is a problem that persists in any industry. Sales enablement. The solution?

Sales 98

Sales CRM Training Leads 98

The Brooks Group

MARCH 9, 2020

In business, turning an investment into sales training into real, profitable results takes a dedicated combination of commitment, moxy – and a top-to-bottom organizational focus on reinforcing the training lessons for the win. That doesn’t mean that your sales executive’s work is done with the signing of the check.

Training 52

Training Sales Sales Management Management 52

The Brooks Group

MARCH 18, 2020

Sales Coaching Reinforcement for Lasting Change. When last we met, we discussed the importance of embracing change as a means of improving your sales throughput – and further, that integrating new sales strategies is an exercise rooted in patience, and not in quick fixes. Ongoing Sales Coaching.

Training 52

Training Sales Sales Management Management 52

Map My Customers

AUGUST 10, 2022

Why are successful businesses willing to put so much money into mobile sales enablement tools? Because they know it works — according to statistics from G2’s LearnHub , 76% of organizations see an increase in sales between 6% to 20% due to the use of sales enablement tools.

Sales 97

Sales Prospecting CRM Leads 97

The Brooks Group

DECEMBER 31, 2018

The Brooks Group is in the business of helping companies meet and exceed their growth expectations through world-class sales effectiveness. The new space is being built to accommodate our needs and the needs of our clients, and will include: A modern, innovative training room that will seat up to 30 participants.

Training 56

Training Sales Consulting Education 56

The Brooks Group

APRIL 25, 2016

Developing a healthy sales culture starts at the top with senior leadership. Check out 5 ways senior leadership can empower a top-performing sales culture in this quick slideshow. 5 Ways Senior Leadership Can Empower a Top Performing Sales Culture from The Brooks Group. Sales Culture Use them to your advantage.

Sales 67

Sales Training 67

CloserIQ

APRIL 2, 2019

Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off. Agh, scripts.

Sales 100

Sales Prospecting Sales experience Sales process 100

CloserIQ

MARCH 17, 2019

One thing that nearly every sales team needs to prioritize is constantly improving their customer service skills. While small businesses expect to provide excellent customer service, only a handful of them train their workers to do the same. Interaction of sales teams with clients can help identify areas of opportunity.

Sales 89

Sales Management Training Leads 89

Spotio

NOVEMBER 28, 2022

Looking for a set of tools to boost your sales productivity? Between prospecting and cold outreach, data entry, disorganization, and getting stuck in the inbox, sales productivity is hard to come by. How Can Tools Help Maximize Sales Productivity? 14 Best Sales Productivity Tools. That’s 15 full days every year.

Sales 97

Sales Prospecting CRM Management 97

CloserIQ

APRIL 23, 2019

Technology is essential in sales today. For buyers, finding the right sales technology can be a baffling process. Photo source: The 6 biggest sales-tech trends to watch in 2016. There will be heavy internal costs if you have to stop or slow sales. 3) Conduct sales post mortems. 1) Find a champion.

Sales 88

Sales Sales technology Sales process Training 88

The Brooks Group

FEBRUARY 14, 2018

This is especially true in sales since customers and prospects will immediately trust a salesperson more if they are confident and knowledgeable. As the leader of a sales team, you can help your team members build their confidence and achieve sales success with these 7 tips. 7 Tips for Building Confidence in Sales.

Sales 70

Sales Sales process Training Prospecting 70

CloserIQ

FEBRUARY 21, 2019

New Account Executives are coming to your company with more sales experience than SDRs. Remember: Even if your new AEs have sales experience, they’re new to selling your product. In order to become effective members of the team, they need to gain familiarity with your company, product, and sales process.

Training 96

Training Sales Sales experience Sales process 96

The Brooks Group

APRIL 16, 2019

Approaching sales force enablement with a carefully crafted plan can have a significant impact on the success of your sales organization. According to research from Demand Metric , 75% of companies surveyed report that having a sales enablement strategy makes a moderate or significant contribution to their achievement of revenue goals.

Sales 75

Sales Leads Training Sales process 75

The Brooks Group

MARCH 9, 2016

Sales organizations, especially, can benefit from incorporating game mechanics, since salespeople tend to be naturally motivated by competition. If implemented correctly, gamification can educate and influence the behavior of your sales team, adding another layer of rewards to the traditional drives, and naturally supporting collaboration.

Sales 63

Sales Competition Training CRM 63

Spotio

MAY 10, 2023

However, B2B sales prospecting strategy is not as easy as it sounds. B2B sales prospecting is the process of evaluating leads and prospective customers as potential sources of new business. This is why you may need to adjust your B2B sales prospecting techniques. Prospects: A lead that fits the profile of your target customer.

B2B Sales 98

B2B Sales Prospecting Sales CRM 98

The Brooks Group

MARCH 4, 2019

Research from The Sales Management Association reveals that these firms have 10% greater sales growth rates, and 14% better sales and profit objective achievement. Start the Sales Enablement Process Before Day One. Establish Expectations and Provide Training and Support. Have New Reps Shadow Senior Reps.

Sales 68

Sales Training Sales Management Sales territory 68

The Brooks Group

NOVEMBER 7, 2018

Part of improving sales enablement and maintaining a strong customer-focus is being aware of the buyer’s journey and how it aligns with your sales process. Move prospects more quickly through the sales funnel. How to Align Your Sales Process with the Buyer's Journey. Build value for your product or service .

Sales process 73

Sales process Sales Prospecting Training 73

The Brooks Group

MAY 23, 2018

Additionally, satisfied customers can be a valuable source of referrals to the sales team. That’s why your customer service team has a direct impact on the effectiveness of your sales team. Here are 8 customer service skills that lead to a customer-centric culture and increased sales. Respond Quickly. Say Thank You.

Sales 72

Sales Training Consulting Media 72

The Brooks Group

MARCH 18, 2019

When executed effectively, channel sales can allow your company to grow and expand rapidly. This post will cover what channel sales is, the benefits and challenges associated with the sales model, and 5 tips for getting the most out of your channel sales process. What is a Channel Sales Program?

Sales process 70

Sales process Sales Training Sales Strategy 70

Spotio

NOVEMBER 30, 2022

Your sales commission structure is a critical piece of your company’s success. It sets the bar for the level of talent that you’ll attract to your sales team. Elite sales professionals expect to be paid a salary as well. What Is A Sales Commission Structure? It seems simple, right? More money = better salespeople?

Sales 98

Sales Leads Marketing Sales process 98

The Brooks Group

APRIL 3, 2019

As the marketplace shifts, your sales organization should also evolve to meet buyers where they want to be met in the sales cycle. This requires an intentional sales hiring strategy. At The Brooks Group, we often think of personal skills as the “professional polish” of a sales rep. Your organization’s sales strategy.

Sales 85

Sales Interpersonal Skills Consulting Management 85

The Brooks Group

MAY 14, 2019

On the flip side, when your reps don’t adjust their own style to match, they risk overwhelming, bulldozing, or simply annoying the buyer—and losing a potential sale. In interactions they display confident body language and will lose focus and patience quickly if a sales rep doesn’t get straight to the point. Compliance Style.

Sales 87

Sales Prospecting Sales pitches Competition 87

The Brooks Group

JANUARY 7, 2019

Sales training is essential to an organization's success, and it's a powerful tool for developing the full potential of every sales rep. Not all sales training programs are created equal, however, and the success of a program is due in large part to the individual delivering it. Has Real-World Sales Experience.

Sales 58

Sales Training Sales experience Sales Strategy 58

The Brooks Group

APRIL 9, 2019

So, you’ve taken on a role as the leader of an existing sales team. Whether you’ve been brought on board to turn around an underperforming sales team with a winning sales strategy, or it’s just a standard changing of the guard, this is your opportunity to make an impact. What are the numbers you need the sales department to hit?

Sales 75

Sales Sales process Sales Management Management 75

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program.

Training 40

Training Sales Sales Management Sales Strategy 40

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program.

Training 40

Training Sales Sales Management Sales Strategy 40

The Brooks Group

JUNE 17, 2015

There are really 2 broad categories or ways of thinking about sales training: public sales training seminars and in-house sales training. Let’s take a look at each and break down the best ways to make the most of in-house sales training. Make training varied and interactive.

Training 40

Training Sales Competition Sales Management 40

CloserIQ

SEPTEMBER 18, 2018

Movable Ink made an unorthodox shift last year: We merged our sales team with our post-sales team. This strategy isn’t right for every company, but I strongly recommend sales leaders at least consider it. Conventionally, there’s this idea that the sales team are hunters while the post-sales teams are farmers.

Sales 66

Sales Training Management Sales experience 66

The Brooks Group

JUNE 13, 2019

Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills. Here’s why developing emotional intelligence in sales matters, and how it impacts sales performance. Why Is Emotional Intelligence Important in Sales? Self-Awareness.

Sales 80

Sales Prospecting Training Sales process 80

The Brooks Group

JUNE 10, 2019

For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with. High-performing sales reps, on the other hand, are able to recognize a buyer’s personality type and adapt their own approach to be most effective. Your Sales Reps Are Sending Ineffective Emails.

Sales 82

Sales Prospecting Consulting Competition 82

The Brooks Group

JULY 19, 2016

Most sales leaders understand the importance of training new salespeople. Building out a formalized ongoing training program can be a pain, especially for sales leaders in fast-paced environments where more revenue-focused activities tend to take priority. Provide a Clearly Communicated Sales Career Path.

Training 53

Training Sales Competition 53