The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Align Your Sales Process with the Buyer’s Journey
Sellers and buyers are on two separate tracks. As a sales professional moves a lead through the stages of the sales process, their prospects and customers are on their own path: the buyer’s journey. The buyer’s journey is the process a potential customer goes through...
5 Essential Tips for Building Better Customer Relationships
5 Essential Tips for Building Better Customer Relationships Your sales team’s long-term success is directly tied to their ability to form strong customer relationships, especially with their most profitable accounts. Current customers are a valuable source of...
Your Guide to Using DISC Styles to Get Through the Holidays
The holiday season brings friends and family together to celebrate traditions, share meals, and watch a football game or two. Usually, these gatherings have their ups and downs, awkward moments, and small disagreements. Maybe Uncle Jake always talks over the TV...
Sales Training Delivery Methods: Pros and Cons
There are two big decisions sales leaders face when training their teams: what to teach and how to deliver that knowledge effectively. Like choosing a restaurant, selecting a sales training method means considering multiple factors: Budget: The Ritz or Applebee’s?...
Virtual Sales Enablement: How to Train a Remote Sales Team
You’re a sales enablement professional based in Houston. Your CRO is in Charlotte. Your regional sales managers are in Detroit, San Francisco, Phoenix, and Philadelphia. Your sellers are scattered across the states. Your company is releasing a new product next...
Proactive Selling: Are Your Sellers Proactive or Reactive?
Almost every day here at The Brooks Group, we get calls from sales leaders who notice their sellers lack a certain … let’s call it “get up and go.” Instead of selling proactively—always on the move to find new prospects and uncover new business—they tend to hang back...
Qualifying Sales Prospects: 8 Red Flags Your Buyer Isn’t Ready
Prospecting is a balancing act. You want your team to fill their calendars with as many meetings as possible. But these opportunities have to be the right fit. You don’t want your sales professionals to invest time in prospects who aren’t going to progress. Failure to...
Best Virtual Sales Training Programs: 4 Factors for Success
One of the biggest changes in sales in the past few years has been an increase in remote work. Businesses of all kinds have adopted either a completely virtual space or a hybrid remote/in-person office. Along with this change is a rise in virtual training. Virtual...