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Reading time: 4 – 6 minutes. This is the seventh post in the series on Strategic Planning. Note that you can subscribe to the blog postings by completing the form in the “Subscribe Free” tab. Or, you can link with an RSS feed. Now it is time to set Key Goals with your team. You want to be sure that your destination….Point E….is very clear. A picture of the landscape ahead of you on the road from A to E should be relatively clear.
. The Brooks group is developing a new book, High IMPACT Selling. We're completely revising the original (first published by The Brooks Group in 1988). It'll probably be out by March 2011. Right now, everything is set except for the Introduction. That's where you come in. Sales 2.0 is a thread that runs throughout the book, but I want to frame up our discussion on the front end.
Reading time: 5 – 8 minutes. This is the sixth post in the series on Strategic Planning. Note that you can subscribe to the blog postings by completing the form in the “Subscribe Free” tab. Or, you can link with an RSS feed. If there is a SWAT team nearby, then you know there is a crisis of some sort. That is what we are trying to avoid with some good planning.
Reading time: 3 – 4 minutes. Fifth post in the series on Strategic Planning. There is an old saying that to “assume” makes an “ass out of you and me”. For my international readers this is a play on the word “assume”. If you break it up, it looks like this “ass u me”. However, in strategic planning a set of assumptions is important. It is especially important if you have delegated some of the planning to other people in your team.
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.
Reading time: 4 – 7 minutes. The best place to start strategic planning is with DATA….data that is as accurate as possible. Data is factual. Data forces intellectual honesty. And, good data sets the groundwork in determining your starting point as you map out your strategic journey for the next year. You may know where you want to go….”Achieve 20% growth in our SuperDuper Surgical Instrument”.
Reading time: 2 – 3 minutes. Welcome back – this is the third of a series of posts on Strategic Marketing and Sales Planning. A good strategic plan consists of the following elements in this order: Data. Assumptions. SWOT Analysis (Strengths, Weaknesses, Opportunities and Threats). Key Goals. Key Strategies. Tactics that support the Key Strategies.
Reading time: 2 – 3 minutes. Welcome back – this is the third of a series of posts on Strategic Marketing and Sales Planning. A good strategic plan consists of the following elements in this order: Data. Assumptions. SWOT Analysis (Strengths, Weaknesses, Opportunities and Threats). Key Goals. Key Strategies. Tactics that support the Key Strategies.
Reading time: 2 – 4 minutes. This is the first in a series of posts about creating a Strategic Marketing and Sales plan for your company. “A goal without a plan is just a wish.” Antoine de Saint-Exupery, French Aviator and Writer. Fact is that people, businesses, athletes and teams that have a detailed plan about how they are going to achieve their goals are more successful than those that don’t.
Reading time: 2 – 3 minutes. This is the second in a series of posts about Strategic Marketing and Sales Planning. OK….so after the last post you are thinking about strategic planning but may not be convinced. You have a lot on your plate. You don’t need more. BUT, you are beginning to wonder if good planning may lead to increased revenues, more targeted marketing, enhanced sales activity, etc.
We're pleased to announce that in the first-ever Top Sales Awards, our founder (and my father), the late Bill Brooks, was inducted into the Sales Hall of Fame. He was included for his amazing contributions to Professional Selling. Although he passed away in 2007, his books, audios, and speeches continue to inspire salespeople all over the world. Yesterday's announcement was recognition for his great work.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Yesterday, I had the opportunity to speak to a group of Wartburg College students about Professional Selling. Since we’re in the business of elevating the sales profession, I jumped at the opportunity. During the presentation, one of the students – Nathan Welsch – asked about the ethical dilemmas that arise during the course of selling. Nathan’s question got me thinking about the ethics for the sales profession.
Part of our mission statement at The Brooks Group is to help our clients build Sales Cultures. And, often, when we’re sharing that goal, we get asked….” What’s a sales culture.” Here’s my take. It’s adapted from my father’s 2004 best-selling book, The New Science of Selling and Persuasion. 1. The sales department must be or have the potential to be profitable.
You hear the word “ solution ” a lot. Everyone offers some kind of a solution. Whether you sell a complex piece of computer equipment or a handkerchief, you have a solution. The problem is that when everyone says the same thing, it becomes background noise… For example, “ we offer the best customer service ,” is really meaningless because everyone says it.
For 10 years, The Brooks Group has been helping Air Force Reserve recruiters perform their work in a professional, applicant-focused way. It's work we enjoy because it allows us to help men and women who do so much for our nation. Earlier today, I was talking to Kevin Reinert , the Vice President of Military and Government Services here at TBG and he shared some fantastic news.
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 can be a great career. But, like anything, there are benefits and drawbacks. If you're considering a career in sales, maybe this will be a good place to start. I hope the list will grow over time. Pros. Flexibility. Potentially unlimited income. Customer interaction. Meet many different people. Relative level of control over your destiny. Transferrable skills.
It's a question we hear a lot: Should I spend my time with top performing salespeople or bottom performers? Aren't you better off investing your time with responsive salespeople? After all, a good coach brings value to great players and sub-par ones. The same is true in sales management. However, if the salesperson you're coaching won't heed your advice, it's a waste of everyone's time.
There's a fine line between confidence and arrogance. Here's what I mean. Confidence is the feeling or belief that someone can rely on you. Arrogance is having or revealing an exaggerated sense of one's own importance or abilities. Here are some differences between the two. Arrogance is exaggerated, meaning it's "larger" than reality. Confidence is a suitable dose of reality.
Do these 21 Characteristics from the 1930s hold true today? The ingredients required for success in sales haven't changed much in the last century. At least that's my thought. Here's what I mean. We have an old poster hanging in our office. It's from the 1930's, I think. And, granted, it's a bit out of date, but I like it for the lessons it teaches.
Speaker: Simran Kaur, Founder & CEO at Tattva Health Inc.
The healthcare landscape is being revolutionized by AI and cutting-edge digital technologies, reshaping how patients receive care and interact with providers. In this webinar led by Simran Kaur, we will explore how AI-driven solutions are enhancing patient communication, improving care quality, and empowering preventive and predictive medicine. You'll also learn how AI is streamlining healthcare processes, helping providers offer more efficient, personalized care and enabling faster, data-driven
The most powerful word you can learn in any sales negotiation training program is this: "." That’s right! Say nothing. Nada. Zilch. Zero. Silence! When a prospect says, for example, "You’re price is WAAY too high.". Respond with, ".". You might feel awkward. But your prospect will have to say something. And that means they’ll tell you why they think it's too high.
If you decide to upsell or market another product to people who have already bought something from you, make sure your offering is in alignment with what they actually need. The other day, I opened a fortune cookie and discovered a sales blunder. " Did you remember to order your take out also " failed because I was already sitting on my couch, having just finished my takeout.
It turns out that there are a few of you out there who watch our blog, but aren't sure what we do here at The Brooks Group! Please let me fix that! We help organizations improve their sales performance. We do that by providing sales and management assessment, training, and retention tools. The customer-focused sales process we tailor to our clients is called IMPACT Selling ®.
The other day, I had a great telephone conversation with Anthony Iannarino from The Sales Blog. As an aside, it's a lot of fun to connect with someone offline after getting to know them online - especially given what we talked about. In the interest of full disclosure, he and I have no connection other than that we both manage sales blogs. I will say that, because his content is so interesting, I'm hoping he'll bring a guest post to us here at Sales Evolution.
I have been thinking a lot about sales questions lately. Here at The Brooks Group, we teach salespeople how to use nine, different types of sales questions. Here they are: Problem-Resolution Questions. Agitation Questions. Solution- and Feeling-Based Questions. Needs-Based Questions. Feature-Benefit Questions. Objection-Testing Questions. Yes/No Questions.
Here's a magic formula: > as trust in you and > confidence in the value of what you're offering rises, > fear of buying disappears. I'd like to say a few things about building confidence in the value of what you're offering. Price objections occur when you haven't built enough value for what you're offering in the minds of your prospects. However, that shouldn't be a problem because.
I was on LinkedIn the other day, and came across a question about whether Sales 2.0 has killed Cold Calling. I decided to share my answer with our blog readers, too. To me, a cold call has three basic elements: You have never spoken to the individual you’re calling. They’re not expecting your call. They didn’t request for you to contact them through some form of marketing material like a website or a newsletter.
It’s easy to become discouraged in sales. Constantly staring rejection in the face can be unpleasant. So that means it’s important to stay motivated. But, by now, everyone knows that you can’t motivate anyone but yourself. That's because motivation has to come from within. Motivation is an intrinsic sense that can’t be created by an extrinsic force (a sales manager).
Clinical trial data management is increasingly challenging as studies grow in complexity. Quickly accessing and analyzing study data is vital for assessing trial progress and patient safety. In this paper, we explore real-time data access and analysis for proactive study management. We investigate using adverse event (AE) data to monitor safety and discuss a clinical analytics platform that supports collaboration and data review workflows.
Yesterday, in an impressive value-building move, our bank sent us a 40-minute video of a recent speech by bestselling business author Jason Jennings. He spoke about his research on top-performing companies. It was a great presentation, but one thing he said really caught my attention…. Great Companies Turn What They Do Into a CAUSE. A cause, he said, is more than a mission statement or vision statement.
No matter how you look at it, people buy from other people. In sales, the term Business-to-Business refers to transactions between two or more corporate entities (and their employees) interacting in a complex manner to exchange value. These transactions can appear impersonal, highly-technical, and lengthy. Generally speaking, the term Business-to-Consumer refers to quick sales between a business (or its agents) and individual consumers in simpler interactions.
Earlier this week, I was in Las Vegas for Selling Power Magazine 's Sales Leadership Conference. It was for sales leaders who wanted to create more effective sales teams that yield higher productivity, sales, and customer satisfaction. If there was a thread running through the conference, it was that we -- as Sales Leaders -- need to listen. We need to listen to our customers.
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