How to Win More Deals with Effective Sales Funnel Management

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6 Tips to Help Your Salespeople Consult with Risk-Averse Buyers

6 Tips to Help Your Salespeople Consult with Risk-Averse Buyers

Risk Averse Buyer

Risk-averse buyers present a unique challenge for your salespeople, especially in a complex sale where there’s a large financial investment at stake. When a bad purchasing decision risks large portions of budget as well as the reputations of decision makers, status quo is often your sellers’ biggest competitor.

Help your salespeople overcome risk aversion and shorten the sales cycle by coaching them with these 6 tips.

Published on September 05, 2019

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Taking Over an Existing Sales Team: 7 Secrets You Need to Know

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How to Evaluate Sales Performance to Improve Your Team’s Success

How to Evaluate Sales Performance to Improve Your Team’s Success

How to Evaluate Sales Performance to Improve Your Team’s Success | The Brooks Group

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number.

Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Published on March 27, 2019

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Overcoming Rejection in Sales: 7 Secrets Your Sales Reps Need to Know

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The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

The Ultimate Guide to Asking Open-Ended Questions on Sales Calls

The Ultimate Guide to Asking Open-Ended Questions on Sales Calls | The Brooks Group

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions.

Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution.

Published on January 16, 2019

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How to Map the Decision Making Unit to Sell More Effectively

How to Map the Decision Making Unit to Sell More Effectively

How to Map Out the Decision-Making Unit to Sell More Effectively | The Brooks Group

In today’s selling environment, it’s becoming more and more rare for one individual to be tasked with making a purchasing decision. A multi-person decision making unit (also known as the DMU) is often used to ensure the best vendor is selected, as well as to spread out the risk involved with making an important decision.

Published on October 03, 2017

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17 Creative Sales Incentives (Other than Money) to Motivate Your Salespeople

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What Are Soft Skills and Why Should You Care?

What Are Soft Skills and Why Should You Care?

What Are Soft Skills and Why Should You Care? | The Brooks Group

We know we need to be looking for people with the right skills when we add new members to our teams. But companies who focus too much on technical skills and candidates who “look great on paper” are selling themselves short. They’re missing out on the human aspect that separates thriving organizations from struggling ones. And that human aspect is measured in soft skills.

Published on April 19, 2017

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