Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

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. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

MARCH 25, 2024

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. Research shows that sticking with a sales process correlates with success. Sales teams that don’t follow their sales process find it difficult to meet sales goals.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? I absolutely hate it when at the start of an online meeting people can’t login to the session or they need to download some piece of java script for the session to work properly. You just lose all momentum and it always seems to be the decision maker!

Meetings 77

Meetings Suppliers Sales Training Sales 77

MTD Sales Training

FEBRUARY 12, 2018

He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. But it got me thinking about what would be the best way to learn from the meeting experience and determine how I could improve next time. In other words, how did the dynamics of the sales conversation go?

Meetings 110

Meetings Sales Decision-making Sales Training 110

MTD Sales Training

JULY 10, 2013

How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? Sales Meetings decision-makers decision-making process how decisions are made' Visit my website for full links, other content, and more! ]].

Decision-making 97

Decision-making Meetings Sales 97

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 52

Sales Training Sales Decision-making Negotiation 52

MTD Sales Training

SEPTEMBER 19, 2018

Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). Be prepared and make sure everyone knows what they need to do to access the session beforehand.

Meetings 86

Meetings Sales Training Software Software 86

Mike Kunkle

APRIL 8, 2023

(Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) They should be well documented in your CRM, preferably with a scoring system. .”

B2B 211

B2B Decision-making Sales Stakeholders 211

MTD Sales Training

APRIL 19, 2020

In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”. So, what would be the best practices to adhere to when meeting up with a client virtually? Here are some ideas that will help when you are holding a virtual meeting with a prospect online.

Meetings 62

Meetings Virtual Selling Decision-making Software 62

MTD Sales Training

JANUARY 21, 2019

Preparation is key when meeting a new client. So, what should be included on your agenda when meeting with a possible client? How can you make sure this visit is productive and fruitful? Outline what you wish to achieve in this first meeting. Make sure these are the results they definitely want.

Meetings 64

Meetings Decision-making Sales Training Profitability 64

MTD Sales Training

MAY 10, 2018

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive.

Meetings 65

Meetings Decision-making Sales Training Communication 65

Brooks Group

APRIL 25, 2024

Benefits of Long-Lasting Customer Relationships In today’s highly competitive business environment, the success of a company often hinges on how well its customer-facing teams—sales and customer service—cooperate. Alignment (or lack) between customer success and sales alignment can make or break the customer experience.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

APRIL 18, 2024

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. A great story can make a presentation compelling enough for people to act. This is powerful because emotions (not logic) drive most consumer decisions.

Sales 75

Sales Decision-making Sales Training Communication 75

MTD Sales Training

JULY 13, 2017

Having an element of fear before a sales meeting shows that you care. Make Sure You Prepare Effectively. If that happens, you need to know what you are aiming to achieve at this particular meeting and then work toward that goal. You put pressure on yourself if you think that you need to make a perfect presentation.

Meetings 67

Meetings Sales Training Sales Decision-making 67

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. Your sellers should quickly be able to qualify sales prospects. Could you describe the process you will be using to make this decision?”

Decision-making 86

Decision-making Sales Training Sales Meetings 86

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. Today’s major purchasing decisions often involve cross-functional buying committees that include executives from the C-suite. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

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

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. Thirdly, make it easy for them to make commitments to the next stage.

Meetings 65

Meetings Manufacturing Decision-making Sales Training 65

Corporate Visions

NOVEMBER 7, 2018

Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. Enable conversation competencies vs. sales processes.

Meetings 64

Meetings Suppliers Sales Decision-making 64

Brooks Group

MARCH 7, 2024

Instead of pushing a specific product, sales professionals use a consultative sales process, ask open-ended questions , and actively listen to uncover needs and pain points before recommending a solution. 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

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. The Power of Positioning During the IMPACT Selling ® Training we cover the three P’s of the Investigate step: positioning, prospecting, and pre-call planning. Download the interactive pdf here.

Decision-making 82

Decision-making Sales Training Media Publishing 82

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. I didn’t care.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

FEBRUARY 8, 2023

View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Sales is one profession that is riddled with rejection. Some prospects, however, will instead make an excuse that they think the salesperson will believe.

Sales Training 72

Sales Training Decision-making Meetings Sales 72

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives. Shame on you!

Meetings 67

Meetings Suppliers Sales Sales Training 67

Brooks Group

APRIL 10, 2024

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. Here’s how sales teams can improve their prospecting efforts.

Sales 87

Sales Media B2B Publishing 87

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

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. A high conversion rate indicates effective sales strategies and processes, while a low rate may suggest areas for improvement. Choose KPIs that fit these three criteria: 1.

Organization 84

Organization Account Management Sales Sales Training 84

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

MTD Sales Training

JANUARY 28, 2013

We may be nervous about the reaction we might get when we meet up. There are many emotions that we experience when we are in front of a prospect. We might be concerned that we may miss a key. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Decision-making 110

Decision-making Meetings Sales 110

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

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

Mike Kunkle

MARCH 31, 2023

For you, you need to wade through and master the complexities, to make things work. It’s certainly fine to make things as simple as possible for others – who are just telling time or driving the car, but you – Mr. and Ms.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

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

Hubspot Sales

MARCH 4, 2019

I emailed the VP of Sales and told him that I disagreed with his decision not to hire me. Later, I learned that the way I'd handled this objection demonstrated sales potential. Personal relationships could make or break a deal. Internally, we invest in a wide array of sales training that fall into the three buckets above.

Sales Training 98

Sales Training Sales Onboarding Sales Management 98

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off 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

Arpedio

FEBRUARY 14, 2024

To stay ahead of the competition, it is essential to have a well-defined sales strategy , optimized sales tactics , and a sales team that is aligned with the business goals. On the other hand, sales effectiveness focuses on the strategies and tactics employed to maximize sales performance and optimize the sales process.

Business Growth 52

Business Growth Sales Sales Training Decision-making 52