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

JULY 7, 2023

Sales training can be one of the most critical investments you make for your team. Salespeople often resist training, viewing it as a hassle that takes them away from their work. In fact, according to Training Industry , more than a quarter of salespeople feel that their sales training is ineffective.

Sales Training 69

Sales Training Shareholders Sales Sales Management 69

Brooks Group

SEPTEMBER 15, 2022

This is often due to a lack of training in areas that sales professionals need to succeed. Sales team training can greatly improve the effectiveness of your sales team, resulting in higher sales and increased profits. These skills include communication, negotiation, and conflict resolution.

Sales Training 52

Sales Training Sales Negotiation Communication 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

APRIL 17, 2023

What Is the Best Enterprise Sales Training? Enterprise selling is sometimes overlooked in companies’ training because the sales process focuses more on other parts of the training deemed more important. However, enterprise selling is one of the most important parts of company sales training.

Sales Training 52

Sales Training Negotiation Sales Decision-making 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.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training.

Sales Training 140

Sales Training e-Learning Onboarding Sales 140

Showpad

JUNE 15, 2020

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. Components of a successful sales training program. Involve a customer.

Sales Training 83

Sales Training Interpersonal Skills Sales Brainstorming 83

Brooks Group

MARCH 21, 2024

By continuously improving your team’s discovery questioning skills, your sales professionals will be better equipped to uncover valuable insights, build stronger rapport with prospects, position your solutions more effectively, and close more deals. Here’s why this approach is so effective and how you can leverage it.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

APRIL 9, 2024

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. But with the right skills and tactics, sales leaders can equip their teams to overcome challenges and win these deals.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

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

Mike Kunkle

MARCH 31, 2023

Sales Process A sales process is a series of stages that an opportunity moves through. It should be aligned to the customer lifecycle and buying process, where possible. And a sales methodology includes a qualification model, but a qualification model is not a full sales methodology.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Mike Kunkle

NOVEMBER 23, 2023

Despite a hodge-podge of definitions in the market, we know that sales enablement is the act of providing sales reps with the knowledge, skills, and resources they need to achieve the highest-possible levels of sales effectiveness and to achieve organizational goals.

Sales 258

Sales Finance Decision-making Profitability 258

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. Illustrate Value Stories provide a tangible illustration of the value your product or service can bring to the prospect.

Sales 95

Sales Decision-making Sales Training Communication 95

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. You’ve got to keep plugging when you work in sales. These teams are on the front lines, directly interacting with customers and prospects.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Sales Training 111

Sales Training Sales Publishing Co-Creation 111

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. And partly because during this time, when people were working from home, it was hard to learn telephone skills from the people around you. Personable.

Emotional Intelligence 130

Emotional Intelligence Communication e-Learning Digitalization 130

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

Brooks Group

FEBRUARY 16, 2024

This blog post dives into how you can develop these three sales differentiation skills to set yourself apart. EI is also the foundation of sales, and the gateway to all of that is empathy. When I lead sales teams, the first thing I do is look at sales professionals’ ability and relationships. No, they don’t.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

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. It includes metrics such as revenue generated, number of deals closed, and customer acquisition. To excel in sales, various factors come into play.

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 96

Supply Chain Negotiation Sales CRM 96

Mike Kunkle

AUGUST 8, 2023

Let’s dive into the key barriers that often hinder sales leaders from reaching the full potential for their sales forces and explore strategies to break through these limitations. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost.

Sales 188

Sales Prioritization Innovation Leadership 188

Brooks Group

SEPTEMBER 14, 2023

Why Is Sales Coaching Important for Revenue Growth? Sales coaching gives sales professionals the mentoring they need to resolve critical skills competency gaps and be more productive. One-on-one coaching is an essential way to supplement group training sessions, with topics that are tailored for each individual.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Hubspot Sales

MARCH 4, 2019

Customer-oriented. The best salespeople have always been subject matter experts, put the customer first, and led with their authentic selves. These are the skills your sales team needs to survive. If you want to develop a more effective salesperson, start with how your organization coaches and trains them.

Sales Training 98

Sales Training Sales Onboarding Sales Management 98

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. We explored the fundamentals of relationships, managing inbound calls and planning outbound calls.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Brooks Group

MARCH 6, 2024

It encompasses various aspects of the sales process, including lead generation, prospecting, qualifying, presenting solutions, overcoming objections, negotiating terms, closing deals, and ultimately retaining customers for repeat business. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

NOVEMBER 8, 2023

Increase revenue Grow new business Improve margins Retain customers Enhance customer experience. To establish its strategy, the company must start with the goal—we want to be the preferred service provider in our marketplace—and work backward. Growth means retaining existing customers and breaking into new channels.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

SBI Growth

OCTOBER 27, 2013

This article is about retaining ''A'' player talent by developing new skills. The top reason good sales people leave an organization is their boss. Providing simple sales training is easy. Developing a systematic approach to skill development is not. Training is your responsibility as a sales leader.

Sales Training 124

Sales Training e-Learning Sales Meetings 124

Mike Kunkle

FEBRUARY 5, 2023

The seller side can actually align to the larger customer lifecycle with the “sales process” or Opportunity Management aligning with the buying process or purchase pursuit. The map is a guide while driving requires attention, situational fluency, and skill. It’s how your sellers sell.

B2B 198

B2B Sales Decision-making Negotiation 198

Brooks Group

NOVEMBER 29, 2023

This is especially true when your job is to be a visible ambassador for a company and its products or services. Today, you’ll see far more transactors of products and services adopt terms like account, client, partner, and relationship manager for their job title than the overt “sales representative.”

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

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. The firm has grown from $800 million to $1.8

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Brooks Group

SEPTEMBER 21, 2022

Upselling—or offering a more expensive version of a product your customers want to buy—should be a natural component of most sales jobs. After all, your customers are used to being upsold! When they’re not at work, your B2B customers are everyday consumers just like everyone else. Be Valuable To Customers.

Emotional Intelligence 72

Emotional Intelligence Negotiation Sales Training Decision-making 72

Brooks Group

MARCH 28, 2024

Learn How to Unleash Revenue Potential with Sales Team Training What Is a C-Level Decision Maker? Their main concern: “How will we put your product or service into place?” Their main concern: “How much more work will your product or service require?” Middle management = operational buyers.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Brooks Group

APRIL 4, 2023

Required Skills For Sales Associates Sales associates work in fast-paced environments that are full of retail environment customers. The sales career is vast and contains many sales positions which require strong organizational and complementary skills. What is a sales associate?

B2C 52

B2C Interpersonal Skills Retail Sales 52

Brooks Group

JULY 11, 2022

Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. However, when you are selling virtual products or services, this becomes even more important. In order to be successful in virtual sales, you need to be good at relationship building and have other skills.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Brooks Group

JULY 14, 2023

Having a good product or service is no longer enough to stand out. To stay relevant and get ahead of the competition, your salespeople must be capable of selling not only your offering but also of selling themselves as strategic advisors capable of helping solve their prospects’ and customers’ business problems.

Sales 71

Sales Sales Training Brainstorming Communication 71