The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Your Guide to Using DISC Styles to Get Through the Holidays
The holiday season brings friends and family together to celebrate traditions, share meals, and watch a football game or two. Usually, these gatherings have their ups and downs, awkward moments, and small disagreements. Maybe Uncle Jake always talks over the TV...
Sales Training Delivery Methods: Pros and Cons
There are two big decisions sales leaders face when training their teams: what to teach and how to deliver that knowledge effectively. Like choosing a restaurant, selecting a sales training method means considering multiple factors: Budget: The Ritz or Applebee’s?...
Virtual Sales Enablement: How to Train a Remote Sales Team
You’re a sales enablement professional based in Houston. Your CRO is in Charlotte. Your regional sales managers are in Detroit, San Francisco, Phoenix, and Philadelphia. Your sellers are scattered across the states. Your company is releasing a new product next...
Proactive Selling: Are Your Sellers Proactive or Reactive?
Almost every day here at The Brooks Group, we get calls from sales leaders who notice their sellers lack a certain … let’s call it “get up and go.” Instead of selling proactively—always on the move to find new prospects and uncover new business—they tend to hang back...
Qualifying Sales Prospects: 8 Red Flags Your Buyer Isn’t Ready
Prospecting is a balancing act. You want your team to fill their calendars with as many meetings as possible. But these opportunities have to be the right fit. You don’t want your sales professionals to invest time in prospects who aren’t going to progress. Failure to...
Best Virtual Sales Training Programs: 4 Factors for Success
One of the biggest changes in sales in the past few years has been an increase in remote work. Businesses of all kinds have adopted either a completely virtual space or a hybrid remote/in-person office. Along with this change is a rise in virtual training. Virtual...
Sales Research Reveals Why Your Team Needs Consultative Selling Skills
Your sales professionals need to add value and be seen as strategic advisors to engage today’s buyers. We decided to help sales leaders equip their sellers effectively for this environment. The Sales Performance Research Center measured the abilities of hundreds of...
How to Choose the Right Sales Training Provider: 4 Steps
You’ve decided to choose a sales training provider to help upskill your sales team. Great! Some sales leaders are simply unwilling to devote the time and resources necessary to get to the heart of sales self-improvement. You’ve crossed the first hurdle. Now, it’s time...