Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. 7 Habits of a Great Salesperson (and How to Train) 1. So what sets great salespeople apart?

Sales Training 91

Sales Training Decision-making Sales Communication 91

Hubspot Sales

JULY 7, 2023

As technology advances and becomes more accessible, businesses are leveraging artificial intelligence (AI) to improve their sales processes. AI has the potential to revolutionize the way sales teams operate, giving them valuable insights and predictive analytics to drive more revenue. Are sales teams investing in AI?

Artificial Intelligence 110

Artificial Intelligence Emotional Intelligence Sales Decision-making 110

Arpedio

MARCH 6, 2024

Rather than solely focusing on sales transactions, account management emphasizes building trust, understanding client needs, and delivering tailored solutions to drive long-term growth. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Red Star Kim

MAY 9, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. And here is Conversation skills book review 1 – How to talk to anyone about anything – James W. Williams: Books, Biography, Blogs, Audiobooks, Kindle ).

Emotional Intelligence 130

Emotional Intelligence e-Learning Communication Finance 130

Arpedio

MARCH 8, 2024

Effective Business Relationship Management Strategies Explore the ARPEDIO platform ← Back to blog Table of Contents In today’s dynamic business landscape, the capacity for relationship building and partnership development is more than a nicety—it’s a sturdy keystone of enduring organizational success.

Management 52

Management Stakeholders Facilitation Innovation 52

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. But for storytelling to be truly effective in sales, your sales professionals have to nail both the timing and the delivery.

Sales 75

Sales Decision-making Sales Training Communication 75

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. They build long-term relationships based on reciprocity. I work at [new store].”

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

JANUARY 25, 2023

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener. They don’t need to try and be liked, and they don’t need to go too far into their sales process too fast.

Emotional Intelligence 76

Emotional Intelligence Sales Training Decision-making Communication 76

Janek Performance Group: Account Planning

OCTOBER 25, 2023

These build business and increase revenue. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. It’s putting their needs ahead of the sale to form long-term relationships. Clearly, sales organizations need to improve account planning. Also, monitor their sales.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Red Star Kim

OCTOBER 19, 2023

You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations. You need to have a deep knowledge of all the different issues clients may have and examples and stories of how your firm has helped people in similar situations.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Brooks Group

MAY 2, 2023

So many “motivation quotes” essentially summarize the message as: it doesn’t matter how you start, as long as you finish strong. The process of tying up a sale doesn’t begin at the negotiation table after all the meetings have been had and solutions have been presented, but rather at the beginning of the sales process.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Delegates from legal and accountancy practices in the UK and overseas (Brussels and Amsterdam) shared how to tackle those challenges.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Arpedio

FEBRUARY 27, 2024

In today’s rapidly evolving business landscape, sales strategies that focus solely on transactions are becoming increasingly outdated. As businesses strive to differentiate themselves and establish long-term success, the concept of relationship selling has emerged as a critical component of sales excellence.

Prioritization 52

Prioritization Communication Software Software 52

Arpedio

FEBRUARY 15, 2024

In today’s fiercely competitive market, achieving sales excellence is paramount for business growth and success. One key aspect of this pursuit is understanding and effectively implementing sales methodologies that align with modern buyer behavior and preferences.

Stakeholders 52

Stakeholders Decision-making Value Proposition Sales 52

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively.

Software 52

Software Software Decision-making Performance Review 52

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Sales Outcomes

SEPTEMBER 12, 2022

It’s no secret that the first step of the sales process is often the most difficult – much of selling success hinges on a sales professional’s ability to lead an effective first conversation. Establish Rapport. Researching the company and individuals, you will be speaking with is table stakes.

Sales 52

Sales Meetings B2B Communication 52

Red Star Kim

OCTOBER 13, 2023

At the 28 th PM Forum Annual Conference in September I (in my capacity as Head of Training and Learning Transfer of the Managing Partners’ Forum and PM Forum), co-presented breakout sessions with Julie McConnell of international law firm White & Case. She noted the critical importance of project management in M&BD – just as it is law.

Supply Chain 162

Supply Chain Emotional Intelligence Construction Innovation 162

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. How does DISC help sales professionals? Building a high-performing sales team requires more than just industry knowledge and a persuasive style.

Sales Management 71

Sales Management Management Sales Sales Training 71

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. Or they can hinder that sale just as easily. 1) Understand that every call/meeting is a potential sales opportunity. Without realising it, the way a contact is handled could make or break a sales opportunity for a new prospect.

Sales Training 112

Sales Training Sales Communication Meetings 112

Brooks Group

JULY 5, 2023

Sales conversations can be tough. Sales conversation strategies are absolutely essential for achieving sales success. These sales conversation strategies include active listening, asking open-ended questions, and understanding the customer’s particular needs and pain points.

Sales 52

Sales Sales Training Value Proposition Decision-making 52

Brooks Group

APRIL 25, 2024

You’ve got to keep plugging when you work in sales. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

DECEMBER 1, 2023

Put simply, strategic account management is all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue. Those objectives will help you decide which metrics make the most sense for your team to track. Watch the video below to learn more.

Account Management 93

Account Management Management Account Planning Sales Training 93

Red Star Kim

SEPTEMBER 22, 2022

Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. This topic is explored well in the recent book Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com).

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

Hubspot Sales

APRIL 11, 2018

Speaking your prospect's preferred language facilitates rapport building, making you easier to trust. These phrases, and others like them, provide useful information on the buyer's thinking process and give you insights on how to communicate more precisely and persuasively. Sensory Sales Words. Sensory Sales Phrases.

Facilitation 103

Facilitation Sales Communication 103

Brooks Group

JULY 14, 2023

I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking the right kind of sales questions empowers you to effectively understand your customers, tailor your approach, address objections, and guide the sales process.

Sales 52

Sales Sales Training Decision-making Prioritization 52

Arpedio

FEBRUARY 15, 2024

In the fast-paced world of sales and marketing, success hinges not only on closing deals but also on the groundwork laid long before a transaction takes place. Definition of Pre-Sales In the realm of business, particularly in sales and marketing, the term “pre-sales” holds significant weight.

Decision-making 52

Decision-making Sales Customer Experience Value Proposition 52

Brooks Group

JUNE 27, 2022

Sales negotiation is a critical skill for any sales professional. However, with the proper negotiation training, you can learn how to be a better negotiator and close more deals. We will discuss everything you need to know about sales negotiation, providing valuable tips that can help you improve your negotiation skills.

Negotiation 84

Negotiation Emotional Intelligence Sales Profitability 84

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Sales Training 132

Sales Training Sales Decision-making Communication 132

Brooks Group

FEBRUARY 23, 2024

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Apptivo

OCTOBER 13, 2023

Listеn, following up with lеads and staying on thеir radar is how you turn intеrеst into salеs. The blog will show you how to craft a killеr follow-up stratеgy, rеach out to lеads at thе right timе, and turn morе convеrsations into customеrs. Hеaring a friеndly, familiar voicе can hеlp build rapport and urgеncy.

Sales 52

Sales CRM Communication 52

Brooks Group

JULY 11, 2022

Sales is all about relationships. Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. In order to be successful in virtual sales, you need to be good at relationship building and have other skills. The Ability to Build Relationships.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Arpedio

MARCH 5, 2024

Throughout this blog post, we’ll delve into the realm of account management strategies, exploring how businesses can leverage these techniques to not only retain clients but also to propel themselves toward long-term success. In the intricate dance of business success, one partner often overlooked is account management.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

Decision-making 130

Decision-making Remote Working Profitability Sales 130

Red Star Kim

FEBRUARY 15, 2024

People and Problem-Solving Skills Facilitating, coaching, mentoring and consulting all require great people skills. Trust and a strong, collaborative relationship are fundamental to success. They also require the ability to understand the goals, identify the issues and navigate problems to find solutions and enhanced performance. The terms (e.g.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. So here is Conversation skills book review 2 – How to talk to anyone – 92 little tricks for big success by Leil Lowndes (1999, 2017) for intermediates.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Brooks Group

FEBRUARY 13, 2023

For hundreds of years, traditional methods of sales have dominated the market. From door-to-door sales to full-on, boardroom-style sales meetings, sales reps have been able to harness the power of face-to-face interaction to make a sale. With this technology change comes a change in sales methods.

Virtual Selling 52

Virtual Selling Internet Sales Sales Training 52