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? Understanding Procurement Manager Challenges Procurement managers are in a unique position. Is this deserved?

Procurement 68

Procurement Management Decision-making Sales Training 68

Brooks Group

APRIL 23, 2024

Transferrable Skills The skills developed in sales —such as communication, negotiation, problem-solving, and time management—are highly valued across many industries, making sales experience a valuable asset. Instead, you can proactively manage your pipeline, forecast your income, and take charge of your daily activities.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Brooks Group

SEPTEMBER 7, 2023

The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” The same is true for implementing a new strategic account management plan. Do you need to restructure your business so you can allocate an account manager to oversee the ongoing business?

Account Management 52

Account Management Management Account Planning Sales 52

Brooks Group

JANUARY 24, 2024

More than half of successful sales teams use hiring tools such as personality assessments , sales skill assessments, and hiring profiles or job benchmarks, while 65% of organizations that don’t use them are below target. Sales Strategy 6: “Building a dream team? Sales Coaching is the secret sauce.”

Supply Chain 97

Supply Chain Negotiation Sales CRM 97

Brooks Group

JUNE 28, 2023

Salespeople either get a “yes”, and can proceed with the sale, or they get a “no” and can backtrack to handle the objection or concern. Many sales professionals struggle with asking this question because of two things: human nature and fear. When this happens repeatedly, the assumed remedy is often negotiation training.

Negotiation 78

Negotiation Sales Training Sales Management 78

Brooks Group

MAY 23, 2024

A candidate who lacks essential selling skills won’t be able to effectively execute core sales functions such as prospecting, presenting, or closing, or to contribute to revenue growth—at least at first. They’ll take longer to ramp up and they’ll need more sales training.

Sales 52

Sales Sales Training Decision-making Negotiation 52

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Tracy’s company, Brian Tracy International, offers training on a variety of subjects.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Brooks Group

APRIL 9, 2024

Finance, operations, and management, oh my! Procurement managers : Professionals tasked with managing the procurement process, negotiating contracts, and ensuring compliance with organizational policies. Navigate Objections Be prepared to address objections and overcome obstacles throughout the sales process.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

MAY 2, 2023

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. One of your jobs as a sales manager is to help people recognize where they need improvement and coach them as they work on those skills.

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

Brooks Group

JULY 20, 2023

Invest in Sales Training When the team is moving at full speed, sales training can seem like a “nice to have” rather than a necessity. But sales training is essential all year round. Summer is the perfect time to fit in overdue EQ assessments , sales team insights , and skills development.

Sales Training 86

Sales Training Brainstorming Sales Negotiation 86

Brooks Group

JUNE 2, 2023

And if conversion rates are low in the later stages of the sales funnel, you may need to focus on skills such as building value, managing objections , gaining commitment, and negotiating price. Soliciting feedback will also make your reps more receptive to any sales action plan training or coaching you move forward with.

Sales Training 70

Sales Training Sales Negotiation Meetings 70

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. It is also far more profitable to retain existing customers than to find new ones.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

SEPTEMBER 21, 2022

The best sales leaders invest in their teams by providing a standardized, clearly defined selling system. Everyone from customer service to sales managers, and sometimes even the C-suite, understand what the sales team is doing in the field and how they can best support them, given their respective roles.

Emotional Intelligence 73

Emotional Intelligence Negotiation Sales Training Decision-making 73

Brooks Group

JANUARY 10, 2023

One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Treat prospecting as your most valuable time management tool. Check it out!

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Sales leaders need to think like a salesperson and do the same thing.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Brooks Group

MAY 24, 2023

As a sales manager, you need to make sure your team knows how to uncover the customer’s wants in addition to their needs. Anytime a salesperson has to negotiate, it means the customer objects to something. A lot of sales managers spend a lot of time debriefing salespeople about how a meeting went after a solution was presented.

Value Proposition 81

Value Proposition Sales Training Construction Negotiation 81

Brooks Group

SEPTEMBER 22, 2023

No one wants to hear “I’ll have to run it by my manager,” after they’ve spent time preparing and presenting. Coach your sellers to spend time upfront questioning prospects and uncover all their wants and needs, which will help them get to the core of any sales objections that do come up later.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Jeffrey Gitomer

AUGUST 9, 2011

Online Training. Tweet Share I used to watch my father negotiate. Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , business social media , corporate sales training , Jeffrey gitomer , jefrrey gitomer , sales , sales attitude , sales blog , sales skills , success principles.

Sales Training 68

Sales Training Leadership Negotiation Media 68

Brooks Group

JULY 11, 2022

The good news is that virtual sales skills training can help salespeople learn the art of persuasion and improve their ability to close deals. In addition, virtual sales training is an effective way to learn new skills and practice them in a safe, simulated environment. Time Management. Master Technology.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Brooks Group

MAY 17, 2023

At The Brooks Group, we asked over 100 salespeople to take our IMPACT Selling Skills Index ® (SSI) assessment before and after going through our flagship IMPACT Selling ® Sales Training, which focuses heavily on Probing and questioning techniques. There is a big difference between the questions: “What are your biggest concerns?”

Supply Chain 76

Supply Chain Sales Training Decision-making Sales 76

Brooks Group

OCTOBER 25, 2022

We’re going to look at ways to add a talent assessment process before any hiring decisions and provide hiring managers with a way to make an organization’s hiring process much leaner and more effective. Like job trials are on-the-spot evaluations of a necessary job skill by the interviewer or hiring manager.

Acquisition 52

Acquisition Decision-making Sales Training Negotiation 52

Brooks Group

JUNE 30, 2022

What we’re seeing right now is there’s a particular interest in skills-based training, like “how do I how do I help my team negotiate better, how do they prospect better, or how do we do a better job of strategic account management?” The fourth key is funnel management. Learn More About Our Assessments.

Sales 52

Sales Negotiation Sales Training Account Management 52

Brooks Group

MARCH 8, 2023

We know that no two sales reps are exactly the same, and each member of your team could benefit from sales training in different areas. BrooksUP is an interactive digital library that gives sales managers a way to train each member of their team through customized learning paths. Check it out!

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Brooks Group

MARCH 27, 2023

Keep reading, and you’ll confidently make real-world sales calls in no time. What Exactly Do You Mean By a Mock Sales Call? Simply said, mock calls are practice calls made by the sales manager. Are Mock Sales Calls Beneficial For Your Team? The recording benefits both the salesperson and the manager.

Sales 52

Sales Sales Training Decision-making Negotiation 52

Insightly

NOVEMBER 20, 2023

Take it up a notch by adding on a cooking class or skills seminar so they can perfect their culinary skills. But get your Google search on and find a place where your sales people can have a full session with multiple looks for a gift that has staying power. Subscription to an online sales training program.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Insightly

NOVEMBER 20, 2023

Take it up a notch by adding on a cooking class or skills seminar so they can perfect their culinary skills. But get your Google search on and find a place where your sales people can have a full session with multiple looks for a gift that has staying power. Subscription to an online sales training program.

Negotiation 52

Negotiation Sales CRM Prioritization 52

Brooks Group

JULY 6, 2022

Seasoned sales professionals who may be new to the team likely have “their way” of doing things. Sales managers aren’t able to coach their team with strategies they don’t use. Give us a call and tell us about your specific situation, and see how we can help you achieve your sales goals this year, and beyond. Contact Us.

Sales 87

Sales Sales Training Retail Advertising 87

Brooks Group

FEBRUARY 28, 2023

Ultimately, the desired result of sales productivity is to maximize your sales results. The best way to increase productivity in sales boils down to finding the most efficient ways to manage your sales team’s time. Why Care About Sales Productivity? What is content management software?

Artificial Intelligence 52

Artificial Intelligence Sales Sales Training Advertising 52

Brooks Group

DECEMBER 22, 2022

In this world of modern technology, a sales rep may receive a list of numbers or addresses of people who may be interested or are in the area of somebody who has been confirmed as interested, as registered by a sales communication tool. How to Boost the Sales Process? Objections and their responses are a form of negotiation.

Sales Training 52

Sales Training Decision-making Negotiation Marketing 52

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Sales Training 85

Sales Training e-Learning Performance Review Sales 85

MTD Sales Training

SEPTEMBER 27, 2011

Hi there all, It’s MTD’s Marketing Manager Louise here, dropping in with another little snippet of life in the MTD office for you. Marketing Manager. MTD Sales Training | Sales Blog | Image courtesy of FreeDigitalPhotos.net. And this week I have two little treats up my sleeve.

Sales Training 48

Sales Training Negotiation Decision-making Media 48

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule?

Sales Training 145

Sales Training B2B Sales Negotiation 145

Brooks Group

SEPTEMBER 29, 2022

So, while being memorable isn’t crucial for some of the quick sales that you’ll encounter, it can be a significant component of the longer-term sales you manage. It is essential to maintain control of the discussion whenever you are in a position to make a sale.

Sales 52

Sales Communication Construction Decision-making 52