The Brooks Group

MARCH 4, 2019

Establish Expectations and Provide Training and Support. In order for the members of your sales team to be successful, they must know exactly what defines “success” in your organization. It’s critical for sales leaders to establish and communicate expectations with their sales reps early on, and enforce them on a continual basis.

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Sales Training Sales Management Sales territory 68

The Brooks Group

JANUARY 25, 2019

Key performance indicators are an important part of the sales enablement process , because they allow you to see how your sales reps are performing. This insight will help you determine the tools, training, or coaching that can help them improve. Selecting Sales KPIs to Track. Length of Sales Cycle.

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Sales Sales process Training Sales pipeline 49

The Brooks Group

JULY 3, 2018

When your reps come to you with an issue, train them to describe what’s going on in 3 minutes or less. Training your reps to approach you in this way is incredibly effective for a couple of reasons: Firstly, it’s a very efficient use of your time and your sales reps’ time – both of which are a valuable commodity. Conclusion.

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Sales Sales process Training Consulting 56

The Brooks Group

JULY 31, 2018

Personal Development – Top performing sales organizations prioritize sales coaching and helping each rep develop personally and professionally. A comprehensive Whole-Person assessment is a great tool to use here, and throughout the entire lifecycle of the employee (including hiring, onboarding, training, coaching, and career pathing).

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Sales Sales process Sales Management Training 56

The Brooks Group

AUGUST 29, 2018

With the right sales negotiation strategy, even this part of the sales process can remain warm and result in a win-win outcome for all parties. Here are 9 sales negotiation skills your salespeople need to master to avoid price concessions and protect your profit margins. You may also enjoy this short webinar.

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Sales Prospecting Sales process Training 45

The Brooks Group

NOVEMBER 29, 2018

Online sales presentations have become a critical part of almost every B2B sales process. Yet modern technology also presents unique challenges to the sales presentation. In addition to asking questions, train salespeople to pause periodically during the presentation and spend the time to invite questions from attendees.

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Sales presentations Sales Prospecting Sales process 49

Contrarian Sales Techniques

OCTOBER 6, 2024

If you’re passionate about the product and demonstrate that you’re eager to learn the ropes, many companies are more than happy to train you. Reach out to people in the sales field and ask them about their experiences. Attend webinars or local networking events. They want someone who's coachable and willing to put in the effort.

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Sales Networking Management Sales experience 52

The Brooks Group

JULY 23, 2019

In times when customers are constantly connected with information and competitors, being strategic about cultivating processes, creating internal collaboration opportunities, and providing the right training to your sales team can translate into significant results.

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Sales Sales process CRM Marketing 45

Quantified

OCTOBER 16, 2023

That’s especially been the case in the sales arena where, according to a recent McKinsey report , the effect of ChatGPT and similar generative AI technologies has been nothing short of revolutionary. Example email template prompt: “Draft an email template for following up with leads who attended our recent ABC Widget webinar.

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Sales Training Sales Management B2B Sales 52

The Brooks Group

JULY 9, 2019

Aim to set expectations and behavioral norms with your new sales force right away. Expectations will range from sales process adherence, sales productivity, CRM compliance, team meetings, and more. Establish a formal cadence for when you will hold sales team meetings as well as one-to-one meetings with each sales rep.

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Sales Sales process Sales Management Management 40

The Brooks Group

NOVEMBER 26, 2018

Coach your sales team members to use these 4 tactics for asking great follow-up questions during their next sales conversation. If your sales team is following a definitive sales process, one of the first steps should be to research and plan for the call. Here are 13 that you should never leave out of a sales call.

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Sales Prospecting Sales process Consulting 49

The Brooks Group

OCTOBER 17, 2018

Sales Performance Management starts at the top with a buyer-focused sales strategy including go-to-market strategy, value differentiation, and a high-level view of the technologies, tools, processes, and training necessary to support the strategy. Greater ROI on Sales Enablement and Training.

Management 40

Management Sales Sales pipeline Sales Management 40

Spotio

NOVEMBER 14, 2022

Sales enablement is the process of providing sales reps with the resources they need to close deals at a consistent clip. Said resources often include written and video content, software tools and templates, and in-person training seminars. Great, now let’s talk about why you need a sales enablement strategy.

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Sales Sales process Prospecting Training 52

Contrarian Sales Techniques

MAY 9, 2023

The sales landscape is ever-evolving, with new technologies, trends, and customer expectations cropping up all the time. I mean, ten years ago, who would've thought we'd be closing deals over video calls or using AI-powered tools to streamline our sales process? A personal example springs to mind. Cool, right?

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Sales Sales process Sales technology Media 52

The Brooks Group

JULY 18, 2018

Before the sales conversation, it’s important that your sales reps spend some time creating a list of specific open-ended questions they’d like to ask their prospect—along with several follow-up questions for each. Hopefully, your salespeople are confident in your offerings and trained with the features and benefits they provide.

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Prospecting Sales Sales process Training 40

Pharmaceutical Representative Training

OCTOBER 9, 2024

According to the latest State of Sales report, 81% of potential customers research your product or service before reaching out. By the time they engage with your content—like articles, white papers, or webinars—they’ve already developed their own opinions about what you offer. link] Goel, A. 2023, December 19). GMass Blog.

Prospecting 52

Prospecting Sales Pharmaceutical Sales Leads 52

The Brooks Group

JANUARY 16, 2019

Open-ended questions are an important tool at every stage of the sales process. During the discovery stage, open-ended questions can help uncover important information such as the decision making process, and the what a buyer needs in order to make a purchase. Click below to view the IMPACT-U product demo webinar. .

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Sales Prospecting Sales process Consulting 49

Integrity Solutions

DECEMBER 11, 2023

While prospecting is indeed part of the larger sales process, the goal of prospecting, as we’ll discuss further, is not to “close deals”; it’s to create enough awareness, interest and connection to secure a second conversation.

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Sales Prospecting Leads Training 94

Spotio

APRIL 24, 2023

(Note: we’ll talk about the six stages your B2B sales funnel should have in the next section.) A sales pipeline is a series of stages that sales reps go through to lead their prospects to a sale. Put another way, a sales pipeline represents a company’s sales process.

B2B Sales 52

B2B Sales Sales Prospecting Sales pipeline 52

Spotio

JUNE 17, 2022

As deals move through the sales cycle, the sales manager makes sure all players have what they need and are where they need to be to hit the target. There are many sales management and productivity tools on the market, offering features like real-time visibility, territory mapping, and sales process management capabilities.

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Sales Management Management Sales Prospecting 52

Healthcare Success

DECEMBER 16, 2024

This is before the webinar thing was very common. But even if the sales process, if it's good content, we use it all the time, and almost every meeting I have with a prospective new client and many with existing clients like, oh, I have something on this. We had a blog the first day we were doing eBooks and white papers, and.

Marketing 52

Marketing Physicians Sales Healthcare 52

Evolve Your Success

OCTOBER 18, 2022

A lot of people probably see the podcast and live webinar I have called The State Of Med Tech. This is their wisdom on the capital sales process. This is what’s fascinating about the capital sales processes. You want somebody who’s bought in because it’s a hard sale. You were on the show.

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