The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Identify 4 Buying Behavior Styles to Sell More Effectively
Today’s salespeople must be able to quickly identify the buying behavior style of their prospects—and adapt their approach to match. That’s because today’s buyers are more informed than ever before—as well as less interested in meeting with salespeople. Combine that...
An Introduction to AI for Sales Teams
Artificial intelligence (AI)—and its subset generative AI (genAI)—are here to stay. Many organizations are experimenting with AI for sales teams and seeing improved productivity, research, and personalization. But a lack of clear plans and objectives is holding some...
Selling with Value: How to Defend Your Price
Selling with value instead of price is the road to higher revenue and margins, stronger customer relationships, and more predictable forecasting and pipeline management. The customers who buy on price alone are often the most demanding, least loyal, and first to leave...
Sales Team Evaluation: How to Optimize Your Existing Team
Sales leaders face a persistent challenge: How do you maximize performance and achieve ambitious goals with the team you already have? While hiring has slowed and employee turnover has stabilized, the pressure to deliver results hasn’t diminished. This reality has...
IMPACT Selling® Team Training: Helping Sellers Overcome Challenges Since 1977
Bill Brooks, the founder of The Brooks Group, discovered that, when a salesperson followed a linked sequential sales process, they had a 93% chance of closing the sale. Without a process, success dropped to 42%. Our 2024 Sales Leader Trend Report confirmed that 95% of...
Advice from an Experienced Sales Training Facilitator: Here’s What Actually Works
The difference between sales training that transforms performance and training that’s forgotten comes down to one critical factor: the facilitator. You can have the most eager students, best sales methodology, most comprehensive curriculum, and perfectly designed...
How to Become a Trusted Advisor in Sales: 6 Skills
Becoming a trusted advisor in sales is the foundation of long-lasting and profitable customer relationships. A trusted advisor is a strategic partner who offers advice on industry trends, competitors, and solutions. They help customers navigate challenges rather than...
How to Use Sales Enablement Collateral to Keep Deals Moving
Sales enablement collateral is more important than ever. According to Forrester research, 86% of B2B purchases stall during the buying process. Great sales and marketing materials drive conversations—and results. The buyer decision process is complex. Customers are...