The Brooks Group

FEBRUARY 28, 2020

There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building. With all due apologies to Otis, Schindler, and other manufacturers of elevators, the day of the elevator pitch is dead.

Prospecting 52

Prospecting Sales Sales Management Training 52

The Brooks Group

FEBRUARY 26, 2020

Change, for the win: Consultative Selling Habits. Many creatures of the forest, as we learned in grade school, tend to hibernate through the winter. After working all season to hoard their nuts, berries, and other fortifications, they slink off to take their long winter’s slumber. Top-performing consultative sales professionals, too, tend to spend time counting their hoard, and at times struggle to find the motivation to expand their consultative selling horizons to add new clients, and to conqu

Management 52

Management Consulting Sales Prospecting 52

The Brooks Group

FEBRUARY 25, 2020

Sales Coaching Starts with Feedback. We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive. That said, feedback is an indelible part of sales coaching – and when it comes to evaluating and sharing perspectives with your sales team, finding the right venue and message for your reflections is absolutely critical.

Sales 52

Sales Sales Management Management Training 52