Brooks Group

MARCH 7, 2024

Procurement managers have a reputation for focusing only on price. Or can sales professionals engage purchasing managers, buyers, and agents differently to have more success selling to them? Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

JUNE 26, 2023

More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. A recent study by Accenture found that every dollar spent on training got a $4.53 What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Mike Kunkle

NOVEMBER 23, 2023

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue.

Sales 258

Sales Finance Decision-making Profitability 258

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. It’s entirely possible. Here’s what I mean.

B2B 211

B2B Decision-making Sales Stakeholders 211

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Mike Kunkle

MAY 30, 2023

It’s organizational behavioral change management, for sure, and requires both smart and hard work. The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. Which, earlier, we said wasn’t easy either. So, what’s an enabler to do?

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Brooks Group

APRIL 23, 2024

As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides. This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. This has changed the sales process fundamentally in many environments.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. Here are 12 recommendations for sales managers. Tailor Sales Training Tailor your sales training programs based on the DISC profiles of your team members.

Sales Management 72

Sales Management Management Sales Sales Training 72

Brooks Group

MARCH 25, 2024

The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Mike Kunkle

FEBRUARY 5, 2023

Thoughts on Viewing Sales Process Differently If I were doing process design internally, creating process for something within my span of control at work, or running engineering or a manufacturing line, I would follow Deming’s advice to a tee, to reduce or eliminate variation and deviation as much as possible.

B2B 198

B2B Sales Decision-making Negotiation 198

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. So can the absence of purposeful change leadership and management. Dashboards become mash-boards.

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

MTD Sales Training

DECEMBER 12, 2016

How do you make a decision? Many of us have, and have used the facts behind decision-making in identifying how they should work with clients. Actually, most people make decisions at a deep psychological level without really identifying how the process is taking shape. Ever thought about it?

Decision-making 48

Decision-making Sales Training Sales Marketing 48

Mike Kunkle

MARCH 31, 2023

Sales Methodology Sales methodology refers to the overall approach that sellers use to engage with potential customers, manage the sales process, close opportunities, and manage accounts. It includes frameworks, models, steps, and techniques that sellers use to open and win an opportunity or manage an account.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

MARCH 6, 2023

Technical Sales Manager Skills The sales manager plays an important role in any organization. Besides having soft skills, communication skills, and other common skills to boost sales performance, some technical skills are required for consistent success. Customer Satisfaction 10.7%

Sales Management 52

Sales Management Management Suppliers Sales 52

MTD Sales Training

SEPTEMBER 17, 2013

Decisions, decisions… ah, there’s a dilemma inside every choice for everyone! The way decisions are made can tell you a lot about the personality of a person. People’s decision-making criteria will always give away a lot of information, as they help you understand their beliefs, values and behaviours.

Decision-making 48

Decision-making Suppliers Profitability Sales Training 48

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. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Others discuss how to coach and the need for data-driven decisions. Still more provide readers with tips and tricks for getting sales teams to take action toward desired outcomes. What causes your throat to clench?

Sales Management 52

Sales Management Management Sales Leadership 52

Brooks Group

OCTOBER 18, 2023

Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent. Only 40% of sales professionals report a well-established coaching culture at their organization. Make sure they understand the benefits of meeting.

Sales Management 79

Sales Management Management Sales Meetings 79

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. Gone are the days when you could simply sell to a mid-level manager. Senior decision maker titles also vary by industry. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. 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.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

FEBRUARY 28, 2023

Sales team management software is being used widely by many companies to boost their revenues. What Is Sales Management? A sales management process involves working together towards a common goal to increase profit and revenue targets by implementing strategies to help the sales team hit set targets.

Software 52

Software Software Management Sales 52

MTD Sales Training

SEPTEMBER 18, 2013

In Part One of this series, we identified a reason why your buyers make decisions, either by moving away from a painful scenario or by moving toward a beneficial one. Buyers make decisions based on a series of criteria that makes sense to them. They use feedback and data to justify decisions.

Decision-making 48

Decision-making Suppliers Sales Training Sales 48

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Right now, regardless of our role, many of us are still inside sales reps. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JULY 27, 2023

Getting hyper-focused on the characteristics of a qualified prospect, and understanding the characteristics of a legitimate sales opportunity, is at the core of everything we do at The Brooks Group. No one wants to hear, “I’ll have to run it by my manager” after they’ve spent time preparing and presenting.

Decision-making 87

Decision-making Sales Training Sales Meetings 87

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 93

Sales Decision-making Sales Training Sales Management 93

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it. What is strategic account management? Key accounts are the 20% of accounts that generate 80% of your company revenue.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Brooks Group

MAY 2, 2024

Emotional intelligence is the ability to be aware of one’s own emotions and the emotions of others and to manage them in a productive and empathetic manner. Self-aware sales professionals are better able to manage their time and energy around their emotional states. Look for self-management, ability to stay calm under pressure.)

Emotional Intelligence 84

Emotional Intelligence Sales Decision-making Sales Training 84

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. Our last area of focus, and probably the most relevant, is customer engagement.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

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 97

Supply Chain Negotiation Sales CRM 97

Brooks Group

APRIL 4, 2023

Sales Leadership: Qualities Of A Sales Leader To be an effective leader, you need to make appropriate strategic decisions that fit within your organization’s vision and goals. What Are The Qualities of Successful Sales Leaders? Sales leaders have to be able to make tough decisions quickly and effectively.

Sales Leadership 52

Sales Leadership Leadership Emotional Intelligence Sales 52

Hubspot Sales

JUNE 9, 2023

Working as a salesperson makes you accountable for identifying , qualifying , closing , maintaining , and growing new and existing business opportunities. These responsibilities also make a career in sales highly rewarding. Sales managers can earn a median salary of $127,490. Start in a hunter sales role.

Sales 110

Sales Insurance Decision-making Transportation 110

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. billion, making it the fastest-growing law firm in the United States.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130