The Brooks Group

FEBRUARY 27, 2014

“You must determine your competitive advantage and use it to differentiate your product or you will be seen as selling a commodity.”. Using Your Higher Price To Your Advantage. You must or should sell your product or service on the basis of some competitive advantage. While there are really 5 ways to do this, we'll focus on high price for the time-being.

Competition 40

Competition Prospecting Sales Training 40

The Brooks Group

FEBRUARY 26, 2014

How To Build A Self Sustaining Sales Culture. Every group of people, no matter what profession they're in, takes on its own unique philosophy, culture, expectations, norms and values. This is the fundamental power of small group dynamics. And a wonderful power if it is properly focused. The problem? This culture will be formed with or without sales management's active participation!

Sales 40

Sales Sales Management Competition Management 40

The Brooks Group

FEBRUARY 25, 2014

One of the single biggest challenges our clients share with us are those associated with selling against lower-priced competition. Your team may tell you, "everybody buys on price," and "I had to cut our price to get the deal." Well. the truth is you can't afford to have them deal with price-buyers AT ALL! Here's why. Pure Price-Buyers Take All Your Sales Time If you’re an experienced salesperson reflect back on your selling experience and ask yourself this question: Where have I spent most of

Sales Management 40

Sales Management Sales Specialization Prospecting 40

The Brooks Group

FEBRUARY 13, 2014

The Anatomy Of A Lost Deal Analysis. Your salesperson gets word from a prospect that they bought from your competitor. It happens. You can just get P.O.’d or you can reach out to the buyer to determine what went wrong to perform a lost deal analysis with your salesperson. Maybe you do both. I’m going to recommend you don’t do both at the same time, though.

Sales Management 40

Sales Management Sales Prospecting Management 40

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Sales

The Brooks Group

FEBRUARY 10, 2014

As the decision-making landscape continues to shift, the ability to enter an account as high as possible and operate comfortably when selling at the C-level is becoming more and more important. Many buying decisions that were once made at the user and implementation levels are now owned by decision-makers at the top of the corporate food chain. Consequently, the ability to sell comfortably at the c-level and v-level will increasingly separate price-cutting order-takers from high-margin value-br

Prospecting 40

Prospecting Sales process Food Sales 40