Brooks Group

OCTOBER 19, 2022

What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role. More In-depth Knowledge.

Sales Training 85

Sales Training Sales Account Management B2C 85

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. Role-specific sales training considers the different types of sellers on your team. What Is Sales Training?

Sales Training 52

Sales Training Sales Leadership Profitability 52

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

FEBRUARY 28, 2023

Virtual training provides an easy way for companies to deliver high-quality instruction. Without needing in-person meetings or sessions, it allows organizations to customize content quickly and easily based on the needs of their audience. Why Should You Consider Virtual Sales Training Programs?

Sales Training 52

Sales Training e-Learning Sales Digitalization 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

SEPTEMBER 15, 2022

Sales team training can greatly improve the effectiveness of your sales team, resulting in higher sales and increased profits. In this post, we will discuss three reasons why companies should invest in team sales training. When it comes to sales, communication is critical. Create a Middle Ground.

Sales Training 52

Sales Training Sales Negotiation Communication 52

Brooks Group

FEBRUARY 1, 2024

Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that underperform. Data from our 2024 Sales Leader Trend Report shows that 87% of successful teams have extensive, structured onboarding. A solid sales process is the foundation of a common language.

Onboarding 77

Onboarding Sales Sales Training Communication 77

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

MARCH 25, 2024

Proven Strategies for Sales Results In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth. Over the past 45 years, one million sales professionals worldwide have learned the IMPACT Selling sales process.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

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

FEBRUARY 23, 2024

This can have significant long-term implications for both individual sales professionals and the organization as a whole. The Downside When Your Sales Team Doesn’t Qualify Prospects Well When your team doesn’t qualify the right prospects , they’re starting off at a disadvantage. Failure to qualify properly has a big downside.

Prioritization 81

Prioritization Sales Training Sales Construction 81

Brooks Group

SEPTEMBER 14, 2023

Sales managers and coaches provide individual team members with the advice and support necessary to address areas of development, enabling them to improve and consistently contribute to the growth of the business. 3 Types Of Sales Coaching Sales coaching generally falls into one of three main categories: tactical, strategic, and personal.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

APRIL 9, 2024

Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization. Internal champions: Enthusiastic supporters of your product or service who actively promote its adoption within the organization.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Brooks Group

APRIL 18, 2024

Your sales professionals should have several stories they can pull from during sales presentations, but they should tweak them based on the individual client and audience. The points the story conveys should link to what your sales professional has learned about the organization and/or the specific decision makers’ wants and needs.

Sales 95

Sales Decision-making Sales Training Communication 95

Brooks Group

APRIL 23, 2024

Rejection Sales professionals often face rejection and criticism from potential customers. Limited Job Security Depending on the organization or industry, sales roles may have a higher turnover rate compared to other functions. This can be emotionally challenging, and overcoming it requires a thick skin and resilience.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Brooks Group

DECEMBER 1, 2023

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish account management KPIs to measure performance and effectiveness. Watch the video below to learn more. Learn more about IMPACT here.

Account Management 93

Account Management Management Account Planning Sales Training 93

Brooks Group

JANUARY 8, 2024

As a sales leader , your role is clear: manage your sales process and sales professionals to get the job done. Core sales metrics are important to the strategic goals of an organization. If conversion rates are low, there may be weaknesses in your process, skills gaps, or lack of sales training.

Sales 97

Sales Sales Training B2B Organization 97

Brooks Group

MARCH 21, 2024

Only 41% of underperforming teams are effective at sales discovery and questioning. It turns out, most sales organizations are not using the most effective sales questioning techniques. That means sales organizations are leaving a ton of potential on the table when it comes to questioning.

Sales 91

Sales Sales Training Decision-making Value Proposition 91

Brooks Group

FEBRUARY 27, 2024

As new customers come on stream with your organization, you can add value by providing a transition team to help them manage change, encourage internal adoption, and fully adopt the features and benefits of your product. Motivated customers will want to reap the rewards of a long relationship and repeat purchases.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Brooks Group

DECEMBER 13, 2023

Tip #1: Determine Your Key Performance Indicators Key performance indicators are an important part of your sales strategy , because they allow you to see how your sales reps are performing throughout the entire sales process.

Sales 94

Sales Sales Training Communication Meetings 94

Brooks Group

FEBRUARY 6, 2024

If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. Why Do Organizations Need Sales Process Adherence? The process isn’t fully and formally defined.

Sales Training 52

Sales Training CRM Sales Meetings 52

Brooks Group

JULY 27, 2023

Our IMPACT sales training program gives sales teams a proven framework to connect with prospects, ask the right questions, and truly understand their business challenges. By recognizing the urgency from the customer, sales reps have a better opportunity to speak to the solution at hand.

Decision-making 87

Decision-making Sales Training Sales Meetings 87

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

SEPTEMBER 26, 2023

It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. But in this unpredictable economy, sales organizations must be more agile and resilient than ever. But coordinating all the right elements can be tricky.

Sales 76

Sales Meetings Sales Training Prioritization 76

Brooks Group

NOVEMBER 2, 2022

Many companies think they can give their people that information and its sales training. Sales skills include prospecting, positioning, pre-call planning, value-added selling, asking the right questions, gathering feedback, providing social proof, and closing. Trust in you and your organization. Sense of urgency.

Emotional Intelligence 81

Emotional Intelligence Logistics Sales Training Software 81

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? They focus on designing the sales culture so everyone has fun and enjoys their job.

Sales Leadership 52

Sales Leadership Leadership Emotional Intelligence Sales 52

Brooks Group

MARCH 21, 2023

The success stories in sales are certainly no different. Organizations grow, proliferate, and expand when they are led by people who possess the emotional maturity to assume responsibility, rise to the level of authority given to them, and then hold themselves accountable for whatever level of success or failure they experience.

Emotional Intelligence 90

Emotional Intelligence Sales Sales Training Organization 90

Brooks Group

FEBRUARY 16, 2024

When I lead sales teams, the first thing I do is look at sales professionals’ ability and relationships. If they have good relationships and can get things done within their own organizations, that means they have that skill set. The good news is sales professionals have the ability to improve EI.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

NOVEMBER 8, 2023

In addition there are internal factors such as company resources, budget allocation, technology needs, sales training needs, and whether you have the personnel to support these needs. Typically, organizations try to engage Group 1, those who are resistant to change. Sales training is a component of strategy.

Supply Chain 74

Supply Chain Sales Sales Training Organization 74

Brooks Group

APRIL 19, 2023

Communication Styles Are you easily identifying and adapting to customer behavior styles, or do you struggle to make better connections with every type of person in the customer organization? Social Media How professionally present are you on social media? Do you share relevant content on various platforms or only send an occasional email?

Decision-making 83

Decision-making Sales Training Media Publishing 83

Brooks Group

OCTOBER 11, 2023

Look for Expertise: See who is knowledgeable about the topics you’d like covered during your sales kickoff. Check out industry groups or organizations you trust and explore options they have for keynote speakers.

Sales 93

Sales Sales Training Meetings Media 93

Brooks Group

JULY 21, 2022

I actually sat through a seminar with Chris Czarnik, and he had some interesting demographic information. As you may know, The Brooks Group is a sales training company. What you may not know is that our two largest clients use us for recruiter training. I mentioned that we’re a sales training company.

Manufacturing 52

Manufacturing Onboarding Sales Training Innovation 52

Brooks Group

MAY 2, 2023

I can’t wait to tell you more about IMPACT and the benefits it’s had for sales teams just like yours. It’s an award-winning program that I’m confident will have a positive result on your organization. Allows the sales professional to qualify the customer before presenting a solution. Do you see the difference?

Negotiation 81

Negotiation Sales Training Meetings Decision-making 81

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 88

Sales Media B2B Publishing 88

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? C-level roles can vary depending on the size and structure of the organization.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

JANUARY 10, 2023

Trust in your salesperson and your organization. Strategic alignment with your organization (this one’s a bonus). Use the CRM to get organized. Check out our award-winning IMPACT Sales Training if you need help developing a solid strategy encompassing everything from prospecting to closing. A willingness to listen.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Brooks Group

MARCH 7, 2024

Sales professionals often perceive procurement managers as excessively demanding or even unreasonable. But a deeper look at this type of prospect reveals that their demands may simply be the result of the pressures they face in making buying decisions for their organizations. The “go between” role can create a no-win situation.

Procurement 68

Procurement Management Decision-making Sales Training 68