The Sales Leader Blog
Keep up with the latest in Sales Leadership, Selling Strategies and Sales Hiring
Avoid These Five Pitfalls and Be an ROI Champion
There was a time, perhaps, when a glowing smile, a handshake, and a swipe of the pen was all it took to renew a year of sales to a valuable buyer. For the rest of us who are not stuck on quaint memories – but instead, need to make deals in today’s less collegial and...
Selling to the C-Suite: Five Keys to Success
The boss, truly, is in charge. If selling during the pandemic has taught sales leaders anything, it’s that many of our buyers’ CEOs are taking a renewed interest in the procurement side of their business. After all, if the buck stops, truly, with them, it’s little...
The Two Words You Can Use Today to Foster Sales Harmony
When Aretha Franklin sang about “Respect,” she, undoubtedly, was thinking about the importance of harmony between sales professional and client. For those sales pros who have come up empty after a sales pitch, there are a variety of reasons that things may go awry –...
Small Changes Make a Big Difference: How 1% Can Boost Your Bottom Line
In a world still awakening from a virtual economic shutdown, it’s tempting, as sales professionals, to try and do everything TODAY. After all – that fourth-quarter commission isn’t going to make itself. At The Brooks Group, as we have talked to sales leaders and sales...
Active Listening in the Age of Virtual Selling
Video conferencing has been a boon to sales professionals during the age of virtual selling – a saving grace that has allowed commerce to roll forward in a time when COVID-19 has denied us face-to-face interaction. Alas, it’s not perfect – we’ve all experienced those...
Meet the Virtualizer: A New Sales Profile Emerges from the COVID-19 Challenge
In more than 40 years of coaching sales professionals here at The Brooks Group, we’ve been able to identify, with a fair amount of accuracy, the five types of selling profiles that define the professional. We’ve identified the “Timid,” known for their fearful approach...
Grow Revenue Now: Four Keys to Winning 2020
Waiting for the new normal, next normal, or whatever the post-COVID markets may look like once they stabilize, is not an option for most of you in the sales business. With most businesses still reeling from the economic impacts of the first half of 2020, and with a...
Five Keys to Delighting Buyers in Today’s Virtual Sales Landscape
It’s been quite a ride since mid-March, and as sales leaders, you likely are still trying to make sense of a marketplace that can often be nonsensical. That said, protecting your current book of business, as in any previous market downturn, likely represents the...