Brooks Group

FEBRUARY 28, 2023

Why Should You Consider Virtual Sales Training Programs? Virtual Sales Program Training Ensures Continuity Making sure everyone’s on the same page can be difficult and even harder to remember, as some participants lose 70% of what they’ve learned within six days and 87% within six weeks!

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

Brooks Group

FEBRUARY 27, 2023

A sales presentation is one of the most vital aspects of a sales pitch. During an effective presentation, you make your value known and show prospective clients why your product or service is right for them. Despite how vital sales presentations are, they are far from easy.

Sales 52

Sales Decision-making Sales Training Advertising 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. Here’s what you need to know about enterprise sales training.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Brooks Group

MARCH 25, 2024

They then apply this knowledge to present the best product solution and overcome objections. The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. Without a defined process, sales professionals are left to their own ad hoc approaches, which can lead to inconsistent results.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. 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.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

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

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

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

Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business. They should be well documented in your CRM, preferably with a scoring system. .”

B2B 211

B2B Decision-making Sales Stakeholders 211

MTD Sales Training

SEPTEMBER 11, 2017

Mr Prospect, do you normally make decisions before you acquire all of the necessary information?” Or, “Do you normally make decisions based solely on price?”. Does that make sense?”. Then: Sales Person: “And that is exactly the problem, Ms Prospect. As always, these are concepts and not scripts.

Decision-making 77

Decision-making Sales Training Sales Management 77

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

MAY 2, 2024

Social Skills Social skills are the ability to be socially aware, make meaningful connections, build rapport , and maintain relationships over an extended period of time. Social Skills: Do they make eye contact? A comprehensive EQ assessment will allow your team members to gain self-awareness and make better decisions.

Emotional Intelligence 83

Emotional Intelligence Sales Decision-making Sales Training 83

Brooks Group

SEPTEMBER 22, 2023

Buyers have been tasked with making an important decision, and they want to be sure they get it right—and choose the product or solution that makes them look good. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

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

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.

Decision-making 83

Decision-making Sales Training Media Publishing 83

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Brooks Group

MARCH 8, 2023

Not everybody is in the market for what you sell, and even if they are, not everybody is willing to pay the price you need to sell at to make enough margin. Make sure your team doesn’t assume they know what a buyer perceives as valuable. Who else, other than you, of course, will be involved in the buying decision? Check it out!

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Brooks Group

MAY 9, 2024

With a consultative sales approach, sales professionals can uncover valuable information about the customer’s pain points, goals, and preferences by asking insightful and open-ended questions. When you understand your customers better, you can offer solutions that meet their needs, making it more likely to close a sale.

Sales 52

Sales Decision-making Sales Training Facilitation 52

MTD Sales Training

JULY 11, 2013

There comes a time in every salesperson’s discussion with a prospect when they need to change tack and get to the decision-making bit. Sales Process closing the sale Gaining commitment presenting solutions' You know…grabbing the prospect by the throat and. [[ This is a content summary only.

Decision-making 96

Decision-making Sales 96

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

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. Consultative selling means understanding each prospect’s unique motivation so you can present your product or service in the way your prospect wants to perceive it.

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

MARCH 21, 2024

Needs & Buying Process = 2nd Most Effective In addition to understanding the buyer’s needs, this approach explores their buying process, decision-making criteria, and potential roadblocks or objections. Training should emphasize the importance of genuine curiosity and empathy in the sales process.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Arpedio

APRIL 15, 2024

Strategies for Implementing Sales Enablement When it comes to implementing sales enablement within your organization, it’s important to have a well-defined strategy in place. Sales Training One of the essential components of implementing sales enablement is providing comprehensive sales training to your team.

Sales Training 52

Sales Training Sales Decision-making Account Planning 52

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 103

Sales Training Sales Onboarding Sales Management 103

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

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

MTD Sales Training

FEBRUARY 11, 2020

However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”. Does that make sense for your business? ”. Does that make business sense to you?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Brooks Group

OCTOBER 27, 2021

The key to success in sales isn’t just getting in front of the right people. The key is to make sure you’re interacting with executive decision makers in a way that positions you as a trusted advisor rather than just another salesperson in their inbox. 3) Practice your presentation.

Decision-making 52

Decision-making Sales Training Meetings Sales 52

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. And you must assess and make go-forward decisions considering these realities. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Red Star Kim

JUNE 15, 2023

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? 64% KAM/ABM processes for the firm 36% KAM/ABM processes for specific clients Where do you see your main KAM role at present? 50% Yes 40% No 10% Sort of How do you report KAM/ABM success?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Mike Kunkle

OCTOBER 24, 2021

And for sales enablement leaders who are integrated into the sales force they serve, it’s no different. To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 198

B2B Sales Decision-making Negotiation 198

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

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

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

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

JULY 13, 2022

They sometimes have nothing to do with your product or service at all, making them less obvious to identify. . Tip #4: Understand Where Your Customer Is on the Decision Pyramid. If value is based on perception, then it’s important to know each customer’s decision-making process or rationale for buying. Give Us a Call.

Energy and Utilities 74

Energy and Utilities Decision-making Sales Training Profitability 74