The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
What’s the Difference Between Price, Budget, and Perceived Value?
In many of our sales training programs, attendees will ask, “What’s the difference between price, budget, and perceived value?” These are three concepts that guide customer behavior when making a purchase. It’s important to understand the differences in the minds of...
Why IMPACT Selling® Works: Skills That Get Results
In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth. That’s why many leading sales organizations are turning to The Brooks Group’s IMPACT Selling to equip their teams with proven selling...
7 Proven Strategies for Selling to Multiple Stakeholders
The days of selling to a single decision-maker are largely behind us. Today’s B2B sales environment is dominated by buying committees. The Brooks Group surveyed our B2B clients to find out how they were dealing with multiple stakeholders. Our research shows that 50%...
Leading a Sales Team in the Age of AI
We are living in an age of AI in which information is abundant but attention is scarce. For sales leaders, this paradox is both the greatest challenge and the greatest opportunity of our time. Gerhard Gschwandtner, CEO of Selling Power, believes the role of the modern...
Should Sales Managers Sell?
Should your sales managers be responsible for meeting their own individual quota? Or is the “selling sales manager” function flawed? This is a question that frequently comes up for debate. If you look to the sports world, however, you’ll see that few teams use...
How to Unleash Revenue Potential with Sales Team Training
The difference between a good sales professional and a great one often comes down to sales team training—but not just any training. Savvy sales leaders recognize that the best sales training program is one that’s tailored to their specific market, product complexity,...
How Often Should You Train Your Sales Team?
As a sales leader, you know training isn’t a one-and-done activity. It’s an ongoing investment that directly impacts your team’s performance and your organization’s bottom line. But with limited time and resources, the question isn’t whether to train your sales...
3 Reasons to Align Sales and Marketing
There are more reasons than ever to align your sales and marketing teams. Making sure these two departments speak the same language and communicate regularly can help both be more effective and grow revenue. Most salespeople agree: Customer conversations are difficult...