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November 15, 2017
Written By: Will Brooks

sales prospecting techniques

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working.

But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year.

November 08, 2017
Written By: Jeb Brooks

The 5 Characteristics of a Qualified Prospect Your Salespeople Should Be Checking For | The Brooks Group

One of the challenges we hear come up over and over again with sales professionals is time management. There are only so many hours in a day to get everything done, so your salespeople have no room for wasting time.

November 01, 2017
Written By: Lisa Rose

3 Ways Your Salespeople Can Make a Great First Impression with Prospects | The Brooks Group

People tend to be automatically suspicious of anyone trying to sell them something. That’s why one of the primary goals of a salesperson is to form a bond with their potential customer and establish trust quickly. In this regard, it’s essential to make a good first impression with prospects, especially in face-to-face meetings.

October 16, 2017
Written By: Will Brooks

The 4 R’s of an Effective Sales Hiring Process | The Brooks Group

Oftentimes, individuals charged with hiring a sales team will make a decision based on a gut instinct alone.

Maybe they have a good feeling about a sales candidate—or maybe they’re just too busy to give the decision careful attention. Either way, hiring based on guesswork, luck, or a gut feeling isn’t the most effective way to build a high-performing sales team.

October 11, 2017
Written By: Steve Hackett

Should Your Salespeople Have Pricing Authority? | The Brooks Group

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. It can be tricky to find the sweet spot for an offering’s pricing, however.

Those in the organization in charge with business strategy should set a price based on market research. But should that price be set in stone?

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