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Sales Leadership Training ’21: 8 Best Practices for Sales Leaders
As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. We at The Brooks...
Six Remote Sales Trends to Watch in 2021
For those in the sales profession, 2020 has been a year of firsts – most of which we’d care not to repeat in a hundred lifetimes.
Negotiating Your Number: Four Keys to Calibrating Today’s Expectations Against Tomorrow’s Hopes
“You must never confuse faith that you will prevail in the end—which you can never afford to lose — with the discipline to confront the most brutal facts of your current reality, whatever they might be.” – Admiral James Stockdale As we pondered what many sales...
6 Steps to Creating a Successful Sales Business Plan for 2021
Selling during a pandemic, as you likely have realized by now, will take more than tea leaves, luck — and the status quo. It’s critical to really be prepared for both the known reality and unknown future that lurks on the horizon of the 2021 sales landscape. Though...
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 way of a sale. Wielding sharp scissors and a red pen, and with the weight of the company’s expense budget on their shoulders, it was this last...
Build Your Brand: Five Ways to Improve the Impression You Leave with Buyers
As business leaders, we know that vague concepts can be deal-killers – and something as essential to the seller-buyer paradigm as the impression your sales pros leave behind should not be left to chance. Today, there’s a whole science behind the development of one’s...
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 enough. This has given rise to the temptation for sales professionals to resort to pressure, gimmickry, discounting, and just plain hounding in an...
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 out of the park. The presentation was flowing like a silky-smooth river. The buyer was offering expressive nods, occasional smiles, and was engaged in...
Avoid These Five Pitfalls and Be an ROI Champion
There was a time, perhaps, when a glowing smile, a handshake, and a swipe of the pen was all it took to renew a year of sales to a valuable buyer. For the rest of us who are not stuck on quaint memories – but instead, need to make deals in today’s less collegial and...
Selling to the C-Suite: Five Keys to Success
The boss, truly, is in charge. If selling during the pandemic has taught sales leaders anything, it’s that many of our buyers’ CEOs are taking a renewed interest in the procurement side of their business. After all, if the buck stops, truly, with them, it’s little...
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