Most sales professionals today are spending much more time prospecting than they ever have before – and it's not an...
The 5 Characteristics of a Qualified Prospect
read more
9 Best Types of Sales Questions (and How to Ask Them)
I have been thinking a lot about sales questions lately also referred to as question-based selling. Overall, asking...
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....
Unlock Investigate: The 1st Key Fundamental of IMPACT Selling®
This article is part of our Key Fundamentals of IMPACT Selling® series. How Is Your Team Perceived? Let’s pause for a...
How To: Overcome Budget and Timing Excuses
The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need...
How To: Effectively Engage Your Prospect
Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set...
How To: Turn a Suspect Into a Prospect
Your Team Doesn’t Have a Closing Problem One of the most common requests we receive at The Brooks Group is for sales...
5 Things To Keep in Mind When Writing a Prospect Email
If you work in a sales capacity, you know that cold outreach and prospect emailing takes up a lot of your time. You...
Space – The Learning Frontier: How Brooks(OS) is Making Lessons Stick
In the famous science fiction franchise “Star Trek,” space was considered the final frontier. At The Brooks...
Does Your Sales Team Pass the “Candy” Test? Analyzing Skills and Processes
I was thinking recently about the twin challenges facing sales leaders who are hoping to achieve sales...