The Brooks Group

JANUARY 27, 2020

Effective sales training is a critical component of sales success, whether your team is full of seasoned professionals, brand new graduates, or a diverse mix of skills and experience levels. When it comes to training new employees, the Sales Training 101 course may be one of the most important investments you make. Yet it’s also an area of training where many organizations make big mistakes that cost them in both the short-term and the long run.

Training 84

Training Sales Sales process Prospecting 84

Salesforce

JANUARY 26, 2020

In 2020, the pharmaceutical industry continues its transition to value-based outcomes and a focus on gathering more real-world evidence. Leaders will center strategies on outcomes by conveying the value of medications to providers, forging strong partnerships with payers, and establishing direct patient relationships. But that’s the 30,000-foot view.

Pharmaceutical 52

Pharmaceutical Customer Relationship Management CRM Medical 52

The Brooks Group

JANUARY 31, 2020

Sales professionals have met a worthy adversary. The procurement executive — long lauded by companies as a model of efficiency, but by sales interests as a barrier to entry — has increased their stronghold on the purse strings for enterprises worldwide. But, surprisingly, price is not the only battlefield upon which the procurement pro takes to arms, according to a recent study by the Sales Performance Research Center here at The Brooks Group.

Sales 59

Sales Training Sales Management Management 59

The Brooks Group

JANUARY 30, 2020

Leave it to an ancient Chinese philosopher to offer the quintessential commentary on change management. “Strategy without tactics is the slowest route to victory, tactics without strategy is the noise before defeat,” said Sun Tsu – who presumably understood the value of planning in the business of conquering empires. For those of us who are charged with leading our corporate empire into today’s tech-savvy, consumer-empowered battlefield, it’s clear – if Sun Tsu is to be believed -- that simply d

Sales 52

Sales Training Management Sales Management 52

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales