The Brooks Group

DECEMBER 17, 2012

If you're like a lot of sales managers, there's a chance that -- at some point in your sales management career -- you have stared at a room full of reps who stared back at you with boredom, disinterest, or resistance. That might be happening because. They have too much energy to stay in one place. If they’re in a meeting, they realize they're not making money.

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Sales Sales Management Training Prospecting 40

The Brooks Group

AUGUST 10, 2012

Yesterday, we conducted a webinar about best practices for submitting B2B Proposals. It's part of a series of webinars celebrating this, our 35th year in the Sales Training Business. We had more questions than we could answer in the time we had so we decided to respond here on the blog. Over the next couple of days, we'll post the questions and our responses.

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Prospecting Sales Training Leads 40

The Brooks Group

JULY 12, 2012

Recently, I was working with a group of inside salespeople. Beyond the normal sales process, there's a formula for successfully selling on the telephone. When you're selling on the phone, it can be a bit more difficult to read your prospect than if you're face-to-face. But, it's no less important to adapt to a prospect's style on the phone than it is in person.

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Prospecting Sales process Sales Patients 40