The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
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...
First-Time Sales Managers: How to Set Them Up for Success
Congratulations—you’ve identified your next sales manager. They crushed their quota, earned the respect of their peers, and demonstrated natural leadership qualities. But as you prepare to promote a sales professional from individual contributor to first-time sales...
What is a Sales Enablement Manager?
If you’d like to optimize your sales organization, consider hiring a sales enablement manager. A sales enablement manager is a strategic role focused on equipping sales teams with the tools, content, sales training, and processes they need. Sales enablement is...
6 Steps to Create a Successful Sales Business Plan
A sales business plan is a strategic document that outlines how a company will generate revenue through sales activities. When your sellers head into a new quarter with a solid sales business plan, they’re more likely to attain quota and meet your organizational...
Sales Training Strategy: How to Deliver Measurable Impact
As we approach the 2026 planning season, leaders face a familiar challenge: How do you ensure your sales training investments actually move the needle on business results? Too often, training becomes a check-the-box exercise—generic programs that feel good in the...
How to Evaluate Closed Lost Sales
Your salesperson hears that a prospect has bought from your competitor. It happens. When a long sales cycle ends with a closed lost sale, it can feel like you’ve missed more than just the revenue. But there’s value to be gained from a loss. Make sure your sellers can...
Conversation Starters in Sales: 6 Proven Techniques
Conversation starters in sales can help sellers break the ice, build trust, and establish rapport with potential customers. A good conversation starter is typically a statement or question that uncovers important information about the prospect’s needs and interests....
Why Your Sales Team Needs IMPACT Selling® Training
In today’s competitive selling environment, having a consistent, repeatable sales process is critical for qualifying prospects, communicating value, and driving revenue growth. That’s why leading sales organizations turn to The Brooks Group’s IMPACT Selling sales team...