Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management.
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Building trust between sales leaders and their team members is essential to driving high performance.
There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those reasons typically fall under 4 basic Buying Motive categories.
Why is it important for your salespeople to understand these categories?
Confident people tend towards success.
This is especially true in sales since customers and prospects will immediately trust a salesperson more if they are confident and knowledgeable.
As the leader of a sales team, you can help your team members build their confidence and achieve sales success with these 7 tips.
7 Tips for Building Confidence in Sales
As a Sales Training firm, The Brooks Group wins when our clients succeed. For that reason, we don’t do too much self-congratulating.
We recently won an award, however, that we’re happy to share.
The Brooks Group won the Happiest Company Award from TINYpulse in the Professional Consulting Services category.
Effective pre-call planning helps your salespeople convert more prospects, yet many salespeople either don’t do pre-call planning, or they don’t do it well. As the manager, you can help your salespeople win more deals by coaching them in these key pre-call planning skills.
There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have to think it over and get back to you."
In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the chance. That’s why it’s so important they feel confident delivering a convincing sales presentation.
[Don’t miss the downloadable version of the Behavior Style Communication Guidelines at the end of this post!]
Asking effective probing questions is critical to high sales performance. With the right questions, your salespeople can uncover the buyer’s needs and wants, as well as their budget and decision-making process.
Here’s what you need to know to help your reps develop and master critical questioning skills.
2017 was a big year for The Brooks Group. We thought we’d use this final blog post of the year to recap some of the more exciting and memorable moments.