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June 24, 2019
Written By: Damon Crone

Why High-Performing Salespeople Don’t Need Closing Strategies

The ability to close business is the ultimate determinant for how successful a salesperson is. With the pressure to hit their number, it’s no wonder that sales reps often focus their energy and attention on “closing strategies.”

This self-focused mindset can actually do more harm than good, however, as a race to the close can erode trust and turn buyers away.

June 13, 2019
Written By: Drea Douglass

Why Emotional Intelligence in Sales is the New High-Performance Differentiator

Since the 1960s, emotional intelligence (EQ) has been recognized as a critical component of both personal and professional success. Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills.

June 10, 2019
Written By: Anita Greenland

3 Ways Your Sales Rep's Selling Style is Frustrating Your Buyers

Every salesperson will have a unique selling style and way they interact with prospects and customers.

May 14, 2019
Written By: Marcia Neese

4 Customer Personality Types Your Sales Reps Must Be Able to Recognize

Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach.

Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way.

May 02, 2019
Written By: Tony Smith

When is Face-to-Face Instructor Led Training the Best Option? | The Brooks Group

With the rise of technology in the workplace, some may wonder if classroom training will soon be replaced by digital alternatives. As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI.

April 18, 2019
Written By: Rich Recchio

Adapt to a Changing Marketplace

The pace of change in the marketplace has never been faster, and there is no sign of it slowing down any time soon. Smart sales organizations prepare for changes in the marketplace so that their teams can perform at the top of their game, no matter what happens next.

Here are the 6 steps to adapting to change that you can’t overlook.

April 09, 2019
Written By: Courtney Crabtree

Taking Over an Existing Sales Team: 7 Secrets You Need to Know | The Brooks Group

So, you’ve taken on a role as the leader of an existing sales team. You’re feeling optimistic and ready for the challenge, but what are the best practices that will lead you to success?

April 03, 2019
Written By: Steve Hackett

Key Competencies for Sales Representatives in Today’s Complex Marketplace | The Brooks Group

As the marketplace shifts, your sales organization should also evolve to meet buyers where they want to be met in the sales cycle.

This requires an intentional sales hiring strategy. Afterall, your sellers represent your company and what it means to do business with you.

March 27, 2019
Written By: Laura Lloyd

How to Evaluate Sales Performance to Improve Your Team’s Success | The Brooks Group

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number.

Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

March 18, 2019
Written By: Marcia Neese

Get the Most from Your Channel Sales Process with these 5 Tips

When executed effectively, channel sales can allow your company to grow and expand rapidly. But the approach doesn’t just mean shipping your products off to a third party and hoping for the best.

In order to be successful, you must strategically build your distribution channel network and follow the right steps to develop a strong, ongoing relationship with each channel partner.

March 12, 2019
Written By: Damon Crone

Overcoming Rejection in Sales: 7 Secrets Your Sales Reps Need to Know | The Brooks Group

Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether.


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