The Sales Leader Blog
Keep up with the latest in Sales Leadership, Selling Strategies and Sales Hiring
5 Tips for Selling to Executive Decision Makers
The key to success in sales isn’t just getting in front of the right people. The key is to make sure you’re interacting with executive decision makers in a way that positions you as a trusted advisor rather than just another salesperson in their inbox. When you're...
How to Win at Sales in the Distribution and Franchise Channels
The year 2021 has brought in new sense of optimism for channel networks, distribution networks and franchises. A recent survey of B2B enterprises with channel operations showed that: 91% of companies plan to increase revenue directly attributed to their partner...
Space – The Learning Frontier: How Brooks(OS) is Making Lessons Stick
In the famous science fiction franchise “Star Trek,” space was considered the final frontier. At The Brooks Group, we, too, consider space to be very special. In fact, “space” is the essence of our latest innovation, Brooks(OS) – a sales training program that...
Four Sales Takeaways After a Life-Changing Year
Co-written with Juan Kingsbury, Founder, Career Blindspot When Bob Dylan sung about how “The Times, They Are A-Changin’,” he likely didn’t have 2020 in mind – though he certainly created a relatable lament about unexpected transitions that still resonates...
Four Keys to Aligning Sales With Marketing
From the dawn of recorded history, it’s been widely accepted that two is better than one. We can consider Adam and Eve, peanut butter and jelly, and C-3PO and R2D2 among the infinite number of examples that prove this theory. Today, we’re going to talk about a duo...
Navigating the Difficult Journey: Practical Advice to Win at Negotiations
From the dawn of humanity, we can assume, there was someone who was creative enough to make a needed product – perhaps a chiseled wheel, or a grass-thatched roof – and someone who wanted to acquire that item for a good price. It wasn’t until the 1500s that this...
Keep It Simple, Salesperson: Wowing Your Technical Client Doesn’t Always Mean Matching Wits
For those who are charged with selling a technical or highly specialized product or service, it’s understandable that you may want to boast, with pride, about how much you know about your offering. Too, it may be even more tempting to match wits with your buyer – so...
Beyond Thought Leadership: Becoming a Sales Guide in an Overwhelming World
We are overwhelmed with information. Like a tidal wave of alphanumeric characters, thought leadership content has overrun the world of business — swamping business executives with value messages wrapped inside blogs, posts, email newsletters, digital ads, and more....
