The year 2021 has brought in new sense of optimism for channel networks, distribution networks and franchises. A...
How to Win at Sales in the Distribution and Franchise Channels
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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...
Four Keys to Aligning Sales With Marketing
From the dawn of recorded history, it’s been widely accepted that two is better than one. We can consider Adam and...
Navigating the Difficult Journey: Practical Advice to Win at Negotiations
From the dawn of humanity, we can assume, there was someone who was creative enough to make a needed product – perhaps...
Keep It Simple, Salesperson: Wowing Your Technical Client Doesn’t Always Mean Matching Wits
For those who are charged with selling a technical or highly specialized product or service, it’s understandable that...
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...
Sales Agility in a VUCA World: 10 Keys to Separating the Agile from the Fragile
It’s the turn of the 20th century, and like most salespeople of this era, you are riding a company horse from business...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
The Keys to Shortening Your Sales Cycle
For cash-starved companies dealing with the lingering impact of the COVID-19 pandemic, new deals can’t be closed fast...
Five Steps to Awaken the Dead Deal
There’s nothing more satisfying than the afterglow of a solid sales presentation. You are certain you’ve knocked it...
