Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Account Manager Tips

AUGUST 14, 2022

21 free courses for key account managers to boost your skills now A key account manager has to grow and retain their clients. It's not an easy job, and you need many different skills to do it well. Find out what those skills are, along with 21 free courses to help you become a better key account manager. Table Of Contents.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. We tackled delegate questions as well as coaching and consulting scenarios along the way. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. I do have a video on this topic, from my newsletter, Sales Enablement Straight Talk , as an additional resource. This is why Buyer Acumen is the first block in the Building Blocks of Sales Enablement framework.

Sales 258

Sales Finance Decision-making Profitability 258

Red Star Kim

SEPTEMBER 29, 2023

The September PM Forum workshop on “ Professional and Practical Skills for Marketing and Business Development (M&BD) Assistants” was attended by 18 delegates from legal, accountancy, consultancy and actuarial firms. Build personal brand We did some exercises on identifying words that encapsulate our personal branding.

Marketing 130

Marketing Stakeholders Digitalization Communication 130

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

Sales 87

Sales Media B2B Publishing 87

Hubspot Sales

MARCH 11, 2024

For the last six years, I’ve been an avid user and champion of using async video in my day-to-day as a seller — well before joining Loom to lead its Sales and Customer Success teams. I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader.

Sales 110

Sales Meetings Stakeholders Customer Success 110

Mike Kunkle

MAY 30, 2023

Purposefully orchestrating organizational performance improvement is difficult. It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. Therefore, enablement is hard work. See what I did there?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Red Star Kim

FEBRUARY 14, 2023

At the start of February it was a full house of delegates from accountancy, law and consultancy firms (including from Hong Kong) at the PM Forum ’s “Coaching and Consulting skills for marketing and business development professionals”. Delegate views and poll results are shown below. A good example of a limiting belief comes from running.

Emotional Intelligence 130

Emotional Intelligence Marketing Stakeholders Communication 130

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops. Optimization.

Sales 111

Sales Stakeholders Communication CRM 111

ACT

APRIL 29, 2024

Of course, there’s no universally acceptable answer to that question. Willingness to face challenges: Team members treat every challenge as a new learning opportunity and use problem-solving tactics to overcome it. Delegation of tasks: The leader identifies team members with the right skill sets and assigns suitable tasks to them.

Small Business 52

Small Business Management Leadership Communication 52

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. These are both good strategies, but the true differentiator is the sales professional and their emotional intelligence. EI is also the foundation of sales, and the gateway to all of that is empathy.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Sales Training 137

Sales Training Sales Decision-making Communication 137

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Sales Training 98

Sales Training Management e-Learning Construction 98

Red Star Kim

OCTOBER 24, 2022

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. sales processes 2. Behaviour in sales meetings). Sales process. Multifaceted map of the sales process. The session comprised three modules (1.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Force Management

DECEMBER 14, 2023

When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. Increasing Channel Partner Productivity When it comes to channel sales, your ability to control the sales process is limited. What is our proof?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Hubspot Sales

MARCH 7, 2023

Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. If you’ve made it to the interview stage, take some time to review the 15 questions below. You can practice formulating answers that highlight your skills as an account manager.

Account Management 83

Account Management Management Onboarding Prioritization 83

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Transitioning into a leadership role requires a whole new set of skills and strategies. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions.

Sales Management 98

Sales Management Management Energy and Utilities Emotional Intelligence 98

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. But if our salespeople aren’t receptive to the sales coaching , our efforts will be made in vain.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support.

Software 90

Software Software Sales Remote Working 90

Zendesk

MARCH 1, 2024

ICR optimizes call handling and improves customer experiences by using data points and algorithms to connect callers with the most qualified agents. Analysis and matching: The ICR system then analyzes this data against predefined routing rules and agent skill sets. But it doesn’t have to be that way.

Telecommunications 52

Telecommunications Prioritization Customer Experience Software 52

Brooks Group

MAY 17, 2023

The Importance of Asking Probing Questions The Probe step is one of the most important in the IMPACT Selling ® process but is often underappreciated and taken for granted. Most sellers know they have to ask questions; they know that those questions should be open-ended, and that those questions are used to identify pain points.

Supply Chain 75

Supply Chain Sales Training Decision-making Sales 75

Hubspot Sales

JANUARY 22, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts.

Construction 113

Construction Decision-making B2B Meetings 113

Nutshell

MAY 11, 2023

You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales. How can sales teams use AI?

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Brooks Group

APRIL 9, 2024

Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Hubspot Sales

MARCH 16, 2023

They have to find sales opportunities, negotiate with customers, track multiple customers, and work to deliver on relevant KPIs every day. So when interviewing to fill that position, you should expect questions to be just as thorough. Your interviewer will be asking questions that encompass all these responsibilities and more.

Negotiation 96

Negotiation Prioritization Media CRM 96

Brooks Group

OCTOBER 25, 2023

Exceptional sales management is key to an organization’s success—yet the role of a sales manager is one of the most challenging. Leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

Sales Management 52

Sales Management Management Sales Artificial Intelligence 52

Brooks Group

APRIL 1, 2022

Sales training that sticks, however, results in behavior change because it’s reinforced. That requires involvement and buy-in from both sales leaders and salespeople. Here’s 5 guidelines we use here at The Brooks Group. What are each learner’s unique skills? Where do they need improvement? Intentional Planning.

Sales Training 89

Sales Training Sales Facilitation Meetings 89

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. We will discuss everything you need to know about sales negotiation, providing valuable tips that can help you improve your negotiation skills. What is Sales Negotiation? Why is Sales Negotiation Important?

Negotiation 84

Negotiation Emotional Intelligence Sales Profitability 84

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Sales 105

Sales Insurance Decision-making Transportation 105