The Sales Leader Blog
Keep up with the latest in Sales Leadership, Selling Strategies and Sales Hiring
Assimilating Your Sales Teams in a Merged Company Environment
The great Greek philosopher Aristotle once proudly pronounced that “the whole is greater than the sum of its parts.” Though Aristotle could be speaking about a variety of killer combinations – Reese’s Peanut Butter Cups, or Lennon and McCartney, for example –...
Email, Zoom, Phone… What’s the Best Way to Make a Connection?
Though the end of the COVID-19 pandemic may soon be approaching, it’s clear that our buyers will want us to keep our distance for some time to come. A recent study by McKinsey & Company found that 89 percent of sales professionals will prefer virtual sales for at...
Five Best Practices for Your Virtual Sales Kickoff | The Brooks Group
Energizing and focusing your team on the goals of the year ahead has never been more important. Your sales kickoff – that annual team get-together that usually is equal parts goal-setting and pep-rally – remains supremely critical and relevant, particularly in the...
Sales Leadership Training ’21: 8 Best Practices for Sales Leaders
As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. We at The Brooks...
Six Remote Sales Trends to Watch in 2021
For those in the sales profession, 2020 has been a year of firsts – most of which we’d care not to repeat in a hundred lifetimes.
Negotiating Your Number: Four Keys to Calibrating Today’s Expectations Against Tomorrow’s Hopes
“You must never confuse faith that you will prevail in the end—which you can never afford to lose — with the discipline to confront the most brutal facts of your current reality, whatever they might be.” – Admiral James Stockdale As we pondered what many sales...
6 Steps to Creating a Successful Sales Business Plan for 2021
Selling during a pandemic, as you likely have realized by now, will take more than tea leaves, luck — and the status quo. It’s critical to be prepared for the known reality and unknown future that lurks on the horizon of the 2021 sales landscape. Though the stakes may...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in the way of a sale. Wielding sharp scissors and a red pen, and with the weight of the company’s expense budget on their shoulders, it was this last...