Brooks Group

JANUARY 8, 2024

Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. The problem is that teams are now surfing on a tidal wave of data. Do away with “end-process” measurements that don’t foster growth in a sales team and only really tell you what the end result is.

Sales 96

Sales Sales Training B2B Organization 96

Brooks Group

MARCH 21, 2024

A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions. Asking effective sales questions correlates with success, according to new research : 51% of successful sales teams are effective at sales discovery and questioning. Only 23% of successful teams (vs.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

FEBRUARY 16, 2024

Many sales leaders think the way to do this is to help their sales team sell better value or overcome objections. They build long-term relationships based on reciprocity. When I lead sales teams, the first thing I do is look at sales professionals’ ability and relationships. They put buyers’ wants and needs ahead of their own.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. 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. It aligns the entire sales team.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

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. Those objectives will help you decide which metrics make the most sense for your team to track.

Account Management 93

Account Management Management Account Planning Sales Training 93

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. To reduce time spent looking for leads, we recommend building your lead qualification process around characteristics that are often consistent with quality sales prospects.

Decision-making 86

Decision-making Sales Training Sales Meetings 86

Brooks Group

MARCH 6, 2024

Effective performance management requires establishing KPIs, metrics, and performance tracking systems to monitor individual and team performance, identify areas for improvement, and drive accountability. Begin by identifying the KPIs that will help your team be most effective at account management.

Organization 84

Organization Account Management Sales Sales Training 84

Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. Savvy sales managers are using the sales-specific DISC profile to redefine team dynamics, improve sales training , and build a stronger, more agile, and result-driven sales team.

Sales Management 71

Sales Management Management Sales Sales Training 71

Brooks Group

FEBRUARY 23, 2024

According to The Brooks Group research , almost half of underperforming teams struggle with qualifying new opportunities. This post dives into the importance of qualifying prospects and how to improve your team’s ability to identify the right buyers. In this research report, we share what the best sales teams do differently.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. Your customer service team and your sales team both serve the same purpose: to support customers and improve the bottom line. These teams are on the front lines, directly interacting with customers and prospects. You’ve got to keep plugging when you work in sales.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

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. Sales leaders choose the best approach to fit the needs and learning styles of their team members.

Sales 91

Sales Sales Training Sales Management Onboarding 91

Brooks Group

JULY 7, 2023

Sales training can be one of the most critical investments you make for your team. To make matters worse, most training is disconnected from the sales team’s daily life and unique needs. Industry Expertise The needs of your sales team are different than those in other industries. It can also be one of your biggest headaches.

Sales Training 69

Sales Training Shareholders Sales Sales Management 69

Brooks Group

OCTOBER 24, 2023

The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 74

Sales Training Sales Decision-making Sales Management 74

Brooks Group

FEBRUARY 27, 2024

This post shows how sales professionals can differentiate themselves and your company by building value in the eyes of your prospects and customers. 10 Steps to a Value-Based Selling Approach Here are 10 ways sales leaders can add value-based selling to their team’s sales process. Value-based selling is more important now than ever.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

Brooks Group

OCTOBER 13, 2023

It’s a powerful tool for developing the full potential of every sales professional on your team. Because we believe that the person training your sales team should have world-class training skills, along with the field experience to back up the content they’re teaching in the classroom.

Facilitation 92

Facilitation Sales Training Sales Decision-making 92

Red Star Kim

SEPTEMBER 26, 2022

M&BD roles can be lonely – and this was always an issue in the past for those in small and medium sized firms with a small (but beautifully formed) M&BD team. Firms must ensure that internal communications and team cohesion are high on their agenda to ensure M&BD folk feel engaged. A need to connect. 11% research.

Digitalization 147

Digitalization Media Marketing Communication 147

Brooks Group

JUNE 2, 2023

Action Plan for Sales Target Achievement – 4 Steps As we round out the first half of the year, it’s a great time to regroup, recalibrate, and prepare our sales teams to hit the year-end sales goals we’ve set for them. Maybe your sales team has veered slightly off track since the target was set?

Sales Training 70

Sales Training Sales Negotiation Meetings 70

Brooks Group

NOVEMBER 8, 2023

WATCH ON DEMAND: Building a Successful Sales Strategy for 2024 Here are four steps for building the right sales strategy. You need clear communication to your team. Step 3: Enable Sales Managers to Manage Change The next step when building a successful sales strategy is engaging managers. Takeaway: Invest in your team.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Brooks Group

FEBRUARY 12, 2024

This post explains how you can help your sales team maximize the potential of existing customers by showing them how to cross-sell and upsell effectively. Train your sales team to limit upselling and cross-selling efforts to a few items that provide a clear benefit to the customer. that helps the buyer protect their investment.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

APRIL 19, 2023

How Is Your Team Perceived? Free Resource: Positioning Checklist Have your team use the following checklist across the following six areas to assess how customers view them: from vendor rep to strategic resource. Review the results with each team member individually and identify one skill to work on. How busy are they right now?

Decision-making 82

Decision-making Sales Training Media Publishing 82

Brooks Group

AUGUST 28, 2023

If you haven’t already, it’s time your sales team abandons outdated “used car sales” tactics to reach their quota. To succeed in this environment, sales leaders must help their teams embrace value-based selling techniques. Teach your sales team the sales skills they need to have a value-based approach.

Sales 61

Sales Suppliers Decision-making Sales Training 61

Arpedio

JANUARY 3, 2024

When it comes to improving your sales team’s performance, there are two primary approaches: sales coaching and sales training. Understanding these differences is crucial for optimizing your sales team’s development and driving better results for your organization. What is Sales Coaching? What is Sales Training?

Sales Training 52

Sales Training Sales Organization Meetings 52

Brooks Group

OCTOBER 11, 2023

A great speaker can help motivate your sales team, elevate your mission, and drive results. Choosing a Great Sales Keynote Speaker for Your Sales Kickoff Here are seven tips to help you choose a great sales keynote speaker who will kick your sales team into high gear in the coming year. But choosing the right speaker is a challenge.

Sales 92

Sales Sales Training Meetings Media 92

CMOE

OCTOBER 18, 2023

Refer to your project portfolio management process to see your team members’ performance on tasks and responsibilities for specific projects. Encouraging cross-functional learning can help your employees gain a better understanding of how different departments and teams operate within the organization.

e-Learning 59

e-Learning Digitalization Organization Meetings 59

Brooks Group

APRIL 23, 2024

The dynamic nature of the work and the chance to build meaningful relationships with customers can also be highly fulfilling. Investing time and effort into developing meaningful connections is enjoyable for those who thrive on building relationships and helping others solve problems. Download the White Paper The post Pros v.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Brooks Group

SEPTEMBER 27, 2023

Energizing your team and focusing on the goals of the year ahead have never been more important. Your sales kickoff – that annual team get-together that is equal parts goal-setting and pep-rally – remains critical and relevant in an uncertain sales climate. You can also invite subject matter experts (SMEs) or customers to the mix.

Brainstorming 52

Brainstorming Sales Meetings Prioritization 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. It’s a helpful tool though for a mature team or fee-earner with an established practice.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Brooks Group

MAY 2, 2023

Building Trust and Rapport With a Statement of Intention (SOI) The goal of the Meet step is to develop rapport and trust with the buyer. This can trick even the best sales managers into thinking their team has a negotiation problem , when in reality they have an opening problem! Effective: Thank you for talking with me today.

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

Brooks Group

OCTOBER 5, 2022

The simplicity of IMPACT will teach your sales team to sell their way through any economic event the world throws at them. The sales team attended IMPACT training with their management team, and reassessed their strategic positioning and value proposition. Building their own personal credibility. If you are, let’s talk.

Manufacturing 87

Manufacturing Value Proposition Sales Training Facilitation 87

Brooks Group

MAY 24, 2023

As we look at each of them, consider which area can yield the greatest improvement for your team. Building out your value formula. As a sales manager, you need to make sure your team knows how to uncover the customer’s wants in addition to their needs. The IMPACT Selling ® System will give your team the advantage they need.

Value Proposition 80

Value Proposition Sales Training Construction Negotiation 80

Brooks Group

NOVEMBER 29, 2023

Many looking for an alternative title to “salesperson” are actually looking for a way to position themselves (or their team of salespeople) more favorably with prospects and clients. If you’re a sales leader looking to improve sales performance, consider our customized IMPACT Selling ® Professional Sales Training Program for your team.

Sales Training 52

Sales Training Account Growth Client Relationships Account Management 52

Brooks Group

JULY 21, 2022

I actually sat through a seminar with Chris Czarnik, and he had some interesting demographic information. I think it’s important to have an intentional onboarding by upskilling the new person in a proactive way and introducing them to the organization in a way that builds alignment and excitement. .

Manufacturing 52

Manufacturing Onboarding Sales Training Innovation 52

Brooks Group

SEPTEMBER 7, 2023

Before I accepted, I asked what type of development team would be building the new products critical for the unit’s success. The hiring manager said, “As soon as you get the orders, we can negotiate what type of development team you’ll have supporting you.” These are the things your team needs to do regularly.

Account Management 52

Account Management Management Account Planning Sales 52

Brooks Group

APRIL 5, 2023

Imagine your sales team is having trouble closing deals in late stages. This helps you observe it, reinforce it, and coach around it to build situational judgment and confidence in your sellers. Help each team member self-discover where they stand relative to selling fundamentals. What do you do? What do you fix first?

Sales Training 86

Sales Training Decision-making Sales Environment Onboarding 86

Brooks Group

SEPTEMBER 22, 2023

Your sales reps should focus on building value based on the buyer’s unique wants and needs and then present price bundled with the benefits the prospect will receive. Maybe that’s by offering to send over an RFP template or a business case for your product or service that the contact can easily share with the rest of the buying team.

Decision-making 77

Decision-making Sales Suppliers Sales Training 77

Brooks Group

MAY 25, 2022

A sometimes forgotten and under-utilized aspect of the sales cycle is the importance of relationship-building with our prospects and clients. I put the issue back on them to reiterate the opportunity they have to build out these relationships – regardless of product availability. Interested in more insight from our sales team?

Supply Chain 52

Supply Chain Logistics Construction Sales Training 52

Brooks Group

NOVEMBER 2, 2022

Bill was able to give average salespeople the success they were looking for because his system focused on building personal skills in conjunction with sales skills. IMPACT will teach your sales team how to sell their way through any economic event the world throws at them. The Basics of Selling Will Never Change.

Emotional Intelligence 80

Emotional Intelligence Logistics Sales Training Software 80