Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Account Manager Tips

AUGUST 4, 2022

B2B Book Club Selection (August 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” ” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human.

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Hubspot Sales

SEPTEMBER 6, 2023

But being busy doesn’t leave time for thinking strategically, nurturing customer relationships, or making sure your team has everything they need — especially if your company is growing at lightning speed. Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? How has the company grown since then?

Sales 104

Sales Onboarding Prioritization Profitability 104

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. However, one of the obstacles to implementing these crucial but advanced systems is a low CRM adoption rate from the team that needs to use it.

CRM 71

CRM Software Software Decision-making 71

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. The Brooks Group’s training programs are led by expert sales trainers (aka facilitators) with real sales experience.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

CRM 71

CRM Sales Software Software 71

Nutshell

JUNE 16, 2023

Having oversight into your team’s actions in Nutshell is crucial for tracing how your company data is handled. The solution to uncovering your team’s actions is Audit Log, Nutshell’s newest feature. Keep reading to learn about Audit Log and how it can help your organization! What is Audit Log? Why is Audit Log important?

CRM 118

CRM Management Organization Sales 118

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. As humans, it’s in our nature to be drawn to stories. A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story. Stories, on the other hand, are more memorable.

Sales 75

Sales Decision-making Sales Training Communication 75

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically. Thoughtful execution ensures AI can be trained correctly.

Artificial Intelligence 94

Artificial Intelligence Decision-making Sales Software 94

Brooks Group

NOVEMBER 8, 2023

A sales strategy is the answer to a simple question: ‘Why am I doing the things I’m doing?’ In sales, your goal may be to own a certain share of the market. To do that, the company needs to win a set percent of deals in the sales pipeline. Your sales strategy is a long-range plan for reaching your goal.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. 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. Start a free trial 3. Start a free trial 3.

Sales Training 98

Sales Training Management e-Learning Construction 98

Brooks Group

MARCH 7, 2024

Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Sales professionals who practice consultative selling are more like trusted advisors than traditional salespeople. This makes it far more likely they will listen to you—and that you’ll make the sale.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding.

Onboarding 76

Onboarding Sales Sales Training Communication 76

Nutshell

APRIL 3, 2024

With sales pipeline creation and management features, you have a visual view of where your current leads and clients are in their journey and what the next best action is for your sales team at any given moment. Learn more here about how Nutshell helps professional services businesses close more deals.

Software 71

Software Software CRM Acquisition 71

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Co-Creation 79

Co-Creation Artificial Intelligence Sales Onboarding 79

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. What Is Sales Process Adherence? If yes, great.

Sales Training 52

Sales Training CRM Sales Meetings 52

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? After you choose the date and venue, your next question may be who you should ask to deliver the keynote—and what you want them to talk about. Your sales keynote speaker will set the tone for the rest of the event.

Sales 92

Sales Sales Training Meetings Media 92

PartnerTap

FEBRUARY 20, 2024

We know that the old sales playbook no longer works and sales transformation is a top priority in 2024. Companies have changed how they buy products and services for their companies, and sales deals today are exponentially more complex than they were 10 years ago. This is co-selling.

Leadership 52

Leadership Suppliers Sales CRM 52

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales 82

Sales Facilitation Sales Training Onboarding 82

Brooks Group

APRIL 19, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. How Is Your Team Perceived? Think about the customers you serve and what it’s like to be them for a moment. Now think about each of your salespeople. The majority of buyers want more than mere access to what your company sells.

Decision-making 82

Decision-making Sales Training Media Publishing 82

Brooks Group

JUNE 28, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Marines conduct a great exercise to demonstrate how simple it is to tie up a sale (or in their case, gain commitment for enlisting). Many sales professionals struggle with asking this question because of two things: human nature and fear.

Negotiation 78

Negotiation Sales Training Sales Management 78

Brooks Group

MAY 2, 2023

This article is part of our Key Fundamentals of IMPACT Selling ® series. Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. Sales professionals must do everything in their power to create alignment with the customer’s buying agenda or process.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

B2C 117

B2C Transportation Decision-making Logistics 117

Brooks Group

MARCH 28, 2024

As buying processes grow more complex, it’s becoming increasingly important for sales professionals to gain access to senior executives and C-level decision makers. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Why is selling to the C-suite so critical?

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Arpedio

FEBRUARY 26, 2024

Then you might be our new Office Assistant. As our Office Assistant, you will have the responsibility of keeping the office clean and welcoming. You are familiar with a service position, and you have experience from working in a team – however, this is not a requirement. What to expect?

B2B 52

B2B Innovation Sales Training Account Planning 52

Brooks Group

MARCH 8, 2023

View this week's video How Do I Help My Team Get the Pricing They Want? It’s not just something a sales rep deals with at the end of the sale. They should be thinking about how to get their price from the moment they first speak with the prospect. There are four steps to get buyers to agree to your company’s pricing.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Showpad

NOVEMBER 21, 2021

In this interview, Jaclyn provides a unique perspective on why her role is important and you can build a revenue enablement team. . Don’t be afraid to think about what you want to accomplish in 30 days, six months, one year, five years, or 10 years,” Jaclyn said. “To How are we cross-training teams? .

Supply Chain 98

Supply Chain Healthcare Onboarding Sales 98

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Marketing 99

Marketing Sales Decision-making Prioritization 99

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

OCTOBER 19, 2022

What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role. Sales Manager.

Sales Training 84

Sales Training Sales Account Management B2C 84

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. Think about it.

CRM 52

CRM Decision-making Sales Software 52

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If If you continue to focus on just telling your company story, it won’t work,” Tom said. If you continue to focus on just telling your company story, it won’t work,” Tom said.

Digitalization 98

Digitalization B2B Sales Customer Value 98

Nutshell

MAY 3, 2023

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. Building the CRM in-house may be impossible if your team lacks the people and resources. What is a custom CRM? Otherwise, you have to contract a software developer to create the application.

CRM 127

CRM Software Software B2C 127

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. Ideally, every member of your sales team will have a high degree of coachability.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

Brooks Group

OCTOBER 5, 2022

The simplicity of IMPACT will teach your sales team to sell their way through any economic event the world throws at them. This is because IMPACT is a sequential selling system that salespeople can quickly learn, implement, and follow to give them a greater chance of closing sales. Overcoming Economic Challenges Since 1977.

Manufacturing 87

Manufacturing Value Proposition Sales Training Facilitation 87