Integrity Solutions

MARCH 4, 2020

Originally published as a guest blog contribution for SellingPower.com by Steve Schmidt. At a fundamental level, ethical selling is about being transparent — even when it feels risky or uncomfortable. As they weigh purchase options and evaluate vendors, B2B buyers expect sales teams and their companies to behave in ethical ways. . Working with ethical salespeople and companies is a basic requirement among buyers.

Ethics 167

Ethics Sales Sales Management Training 167

The Brooks Group

MARCH 3, 2020

When you turn on the television today, it’s hard to avoid news about the novel Coronavirus, which is running rampant across the globe — wreaking havoc on markets and business and leisure travel , and stoking fear. Though many of the world’s most dedicated scientists are working to uncover a vaccine or cure, it appears that the virus’ spread — and selective quarantines — will be fixtures for some time to come.

Training 69

Training Sales Sales Management Competition 69

Integrity Solutions

MARCH 3, 2020

The most persistent contact center challenges can be overcome by making coaching a part of the culture and developing your agents’ listening and problem-solving skills. For several years we’ve been participating in Customer Contact Week (CCW), the world’s largest customer contact event series. As “the place where customer care, CX and contact center leaders come together,” these annual conference and expo events in Las Vegas and our hometown of Nashville allow us to get a pulse of the cust

Management 148

Management Sales Management Training Sales 148

The Brooks Group

MARCH 4, 2020

Become a Strategic Advisor, Not a Friend. The customer is NOT your friend. Let that sink in for a second: For generations, we have been taught that the customer is always right, and that we should win at all costs. That combination of mantras has translated to innumerable corporate golf outings and steak dinners, fishing trips and flights of fancy, among other trappings of the “close bonds” that we have forged with our clients in order to get the P.O.

Consulting 52

Consulting Sales Sales process Sales Management 52

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Sales

The Brooks Group

MARCH 3, 2020

When you turn on the television today, it’s hard to avoid news about the novel Coronavirus, which is running rampant across the globe — wreaking havoc on markets and business and leisure travel , and stoking fear. Though many of the world’s most dedicated scientists are working to uncover a vaccine or cure, it appears that the virus’ spread — and selective quarantines — will be fixtures for some time to come.

Training 52

Training Sales Sales Management Competition 52

The Brooks Group

MARCH 6, 2020

Defining Business Development. Though it’s likely true that the CEO of your business bears the most responsibility, headaches, and bottles of Advil, I came across a definition of the term “business development” recently that, taken literally, would give any CEO a run for their money. According to one website, business development is defined as “the creation of long-term value for an organization from customers, markets, and relationships.”.

Sales 40

Sales Training Prospecting Management 40