The Brooks Group

AUGUST 27, 2014

Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering. The challenge? Many technical salespeople tend toward "feature dumping" instead of building value in the mind of the buyer.

Prospecting 40

Prospecting Training Sales Management Sales 40

The Brooks Group

AUGUST 19, 2014

In many of our sales training programs, attendees will ask us: "What's the Difference Between Price, Budget and Perceived Value?" When it comes to the concept of price in sales, there are actually three principles that guide customer behavior: Price. Budget, and. Perceived value. What's the Difference Between Price, Budget and Perceived Value? The differences between price, budget and perceived value in the minds of your prospects are important to understand if you want to succeed in positioning

Prospecting 40

Prospecting Sales Training Sales process 40

The Brooks Group

AUGUST 14, 2014

Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won't cut it anymore. Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end.

Sales 40

Sales Consulting Prospecting 40

The Brooks Group

AUGUST 12, 2014

In the face of a rapidly shifting marketplace, companies - and sales teams - are having to change focus.fast. Oftentimes, the reason for such a shift involves a "go to" market going away. This often means moving your focus into a new, untapped market. . When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. .

Marketing 40

Marketing Sales Sales territory Sales process 40

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

The Brooks Group

AUGUST 5, 2014

All parts of a business are important. From customer service to marketing to accounting, a company needs to be able to handle responsibilities across several fields in order to succeed. However, for businesses that want to maintain long-term success, the most important area to be strong in is sales. Mark Cuban, billionaire entrepreneur and owner of the NBA’s Dallas Mavericks , told Reddit recently that sales are the most important element of small businesses.

Sales 40

Sales Sales goal Management Leads 40