The difference between a good salesperson and a great one is often subtle. You can’t usually point to a single skill...
Sales Training Tips: What Makes a Good Salesperson Great?
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Sales Strategy: 4 Common Pitfalls for Sales Leaders to Avoid
What is a sales strategy? It's a long range plan for reaching a goal. But knowing whether you’re moving in the right...
Building a Successful Sales Strategy: 4 Key Action Steps
A sales strategy is the answer to a simple question: ‘Why am I doing the things I'm doing?’ Once you define the big...
Unlock Apply: The 4th Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. Time To Persuade The first three steps of the ...
Are Your Sales Targets Too High?
It’s no secret that salespeople are currently fighting a battle with many fronts. Macro events like the pandemic, war...
Building Trusted Advisor Relationships in the Current Landscape
A sometimes forgotten and under-utilized aspect of the sales cycle is the importance of relationship-building with our...
Thoughts From The Top: Sales Management and The Supply Chain Struggle
Today, more and more clients are sharing a common problem. In this day of supply chain issues and extended delivery...
A Playbook For Sales Leaders in a Time of Uncertainty
I have a hypothesis. I believe most business leaders are in a place similar to where they were when the pandemic started. The pandemic was a macro event that touched all aspects of business and life. Since then, more macro events have started to pop up, almost like an unwinnable game of Whack-a-mole! We’re currently facing the highest inflation rate in four decades, a labor shortage fueled by the “Great Resignation”, a broken supply chain, serious disruption in the agriculture and energy industries (caused by the war in Ukraine)—and all the while—uncertainty around Covid still lingers in the background.
How To Plan Effective Global Sales Training
Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization.
When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country. Global sales training creates consistency in the sales process, which becomes especially important when people need to collaborate with peers from different parts of the world.
Virtual Training is Great, but Your Salespeople Want to be Live and In-Person Again
The Brooks Group was recognized by Investopedia as having the best virtual sales training in the country. So it may...