Bill Brooks, the founder of The Brooks Group, discovered that, when a salesperson followed a linked sequential sales...
IMPACT Selling® Team Training: Helping Sellers Overcome Challenges Since 1977
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Why IMPACT Selling® Works: Skills That Get Results
In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving...
Why Your Sales Team Needs IMPACT Selling® Training
In today’s competitive selling environment, having a consistent, repeatable sales process is critical for qualifying...
Sales Discovery Questions: Best Practices of Successful Sales Teams
A powerful lever to improve your team’s sales performance could be hiding in plain sight: sales discovery questions....
10 Ways to Help Your Sales Team Use a Value-Based Selling Approach
B2B buyers today see many products and services as commodities: items that seem equivalent no matter who produces...
Why Sales Process Adherence Means Better Performance
Does your team have a sales process? If yes, great. That’s an important first step. But do your sellers follow it...
4 Ways a Common Language Helps Ramp-Up New Sales Reps
Ramping new sales reps quickly is a pivotal factor separating successful sales organizations from those that...
Sales Training Tips: What Makes a Good Salesperson Great?
The difference between a good salesperson and a great one is often subtle. You can’t usually point to a single skill...
The Ultimate Guide to Asking Open-Ended Questions on Sales Calls
To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions....
Best Practices for Effective Sales Conversations
Sales conversations can be tough. It’s easy to assume you know what the customer wants and rush the close. But if...