The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How To: Overcome Budget and Timing Excuses
The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Sales is one profession that is riddled with rejection. Over time that can be exhausting for your reps. Make sure your reps understand...
How To: Effectively Engage Your Prospect
Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resister into an avid listener. They don’t need to try and be liked, and they don’t need to go too...
How To: Turn a Suspect Into a Prospect
Your Team Doesn’t Have a Closing Problem One of the most common requests we receive at The Brooks Group is for sales negotiation training on closing techniques. Too many sales managers think their team has a closing problem, when in reality, they have a prospecting...
What To Consider When Creating Goals For Your Sales Team
What Are Sales Goals? The business world sometimes has a tendency for complicating simple concepts. While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for...
5 Tips to Help Improve Your Cold Calling Techniques
Anybody in the marketing field knows about cold calling, at least by name; this sales technique is notorious among marketers and consumers alike. Consumers may famously hate cold calls. Nobody liked an unsolicited sales pitch during matters involving their personal...
Solution Selling: Tips to Help You Improve Your Pitches
Improve Your Sales Process In the sales process, it's critical to concentrate on the customer. Solution selling is an art that considers the customer's needs above all, putting the problem of the target audience first instead of focusing on the product or service. In...
5 Reasons To Use Assessments When Coaching
“We do not learn, and that what we call learning is only a process of recollection.” —PlatoSquare Pegs Are Not Self-Aware As a sales leader, most coaching stems from the need for change. Either you need your team to take advantage of a new opportunity, or you need...
The 6 Motivators That Inspire Reps to Action
“There is only one way to get anybody to do anything, and that is by making the other person want to do it” — Dale CarnegieUsing Motivation To Create Inspiration People often conflate the words motivation and inspiration. Motivation is external. Everyone needs a good...