The key to understanding what a prospect wants and needs lies in the follow-up question. Great questioning is a skill...
4 Tactics for Asking Great Follow-up Questions on Sales Calls
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5 Tips for Breaking the Monotony of the Annual Sales Meeting
The annual sales meeting is a crucial part of setting the tone for the upcoming year with your sales team. It can be...
10 Time Management Techniques Every Sales Leader Needs to Know
Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting...
Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers
At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with...
Sales Performance Management: What It Is, And Why You Need It
Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to...
What Sales Leaders Can Learn from NBA’s Phil Jackson
Phil Jackson is one of the most successful coaches of all time. He holds the highest winning percentage in basketball...
How to Send Sales Prospecting Emails that Get Responses
Email prospecting can be a powerful tool for sales reps—when it’s used in the right way. Reps sometimes think they’re...
Seven Tips for Building a Positive Feedback Culture on Your Sales Team
Giving and receiving productive feedback is key to the personal and professional development of your employees. A...
How to Empower Your Salespeople Using the 3-2-1 Coaching Method
As sales leaders, it’s our job to coach our reps so that they’re continually improving their sales performance....
How to Coach Your Sales Reps to do a Competitor Analysis
Soldiers without a battle plan. David without Goliath. Peanut butter without jelly. If these concepts seem lonely...