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September 18, 2018
Written By: Steve Hackett

6 Steps to Create a Successful Sales Business Plan | The Brooks Group

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals.

September 11, 2018
Written By: Joe Wilburn

Consultative Selling

In today’s marketplace, competition is fierce and buyers have endless options available at their fingertips.  Having a good product is no longer enough.

September 05, 2018
Written By: Lisa Rose

How to Use DISC for Sales Emails | The Brooks Group

Sales emails can be challenging to navigate. Customers and prospects often skim their overflowing inboxes, ignoring anything that doesn’t immediately catch their attention.

Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively.

August 29, 2018
Written By: Laura Lloyd

The 9 Sales Negotiation Skills Your Reps Need Now | The Brooks Group

Sales negotiation can be a source of dread for salespeople. It’s especially painful when a rep thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.”

With the right sales negotiation strategy, even this part of the sales process can remain warm and result in a win-win outcome for all parties.

August 22, 2018
Written By: Marcia Neese

7 Tips for Building a Positive Feedback Culture on Your Sales Team | The Brooks Group

Giving and receiving productive feedback is key to the personal and professional development of your employees.

A feedback culture is one in which employees and leaders regularly, consistently, and productively engage in useful feedback that fosters growth.

August 01, 2018
Written By: Anita Greenland

6 Tips to Make Your National Sales Meeting Ridiculously Productive | The Brooks Group

It comes every year, and still it always seems to sneak up on us: the National Sales Meeting.

From creating the meeting agenda, booking the convention center, deciding on a meeting theme, and identifying a keynote speaker –there’s a lot to be done.

July 31, 2018
Written By: Will Brooks

5 Principles for Setting Expectations in Your Sales Organization | The Brooks Group

In order for the members of your sales team to be successful, they must know exactly what defines “success” in your organization. It’s critical for sales leaders to establish and communicate expectations with their sales reps early on, and enforce them on a continual basis.

July 23, 2018
Written By: Steve Hackett

Research: Align Your Customer Service, Marketing, and Sales Teams to Drive Revenue | The Brooks Group

Today, customer experience dictates how successful a company will be in the long-term. That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with.

July 18, 2018
Written By: Lisa Rose

Open-Ended Questions for Sales: How to Get Your Prospect Talking | The Brooks Group

Sales isn’t about convincing or persuading a person to buy something—it’s about offering a logical solution to a problem a customer or prospect is challenged with.

July 11, 2018
Written By: Laura Lloyd

7 Tips for Implementing a Customer-Centric Strategy | The Brooks Group

Becoming more customer-centric is a smart goal for any sales organization. According to research from Deloitte, companies who use a customer-centric strategy are 60% more profitable.

July 03, 2018
Written By: Anita Greenland

How to Empower Your Salespeople Using the 3-2-1 Coaching Method | The Brooks Group

June 22, 2018
Written By: Marcia Neese

How to Coach Your Sales Reps to do a Competitor Analysis

If you want your salespeople to beat the competition, they need to fully understand who they’re up against.

A competitor analysis is a critical part of your business strategy and something that each of your reps should be comfortable doing on a regular basis.

By evaluating your industry as a whole—and the players within it—you’ll be able to:

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