The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Coach Salespeople to Leave Sales Voicemails That Get Callbacks
Love it or hate it, voicemails are a standard feature of a salesperson’s day. Whether your sales reps are cold calling or following up with warm prospects, they’re likely encountering voicemail boxes and answering machines many times each day. Unfortunately, many of...
Help Your Reps Develop the 6 Habits of Successful Salespeople
Often, the difference between a good sales rep and a truly great salesperson, is simply good habits. Imagine a salesperson with great skills, personality, and sales talent, but who doesn’t complete all of their tasks or apply themselves to their work each day in an...
9 Keys for Building Trust on Your Sales Team
Building trust between sales leaders and their team members is essential to driving high performance. According to the Harvard Business Review, employees in high-trust organizations are more productive, have more energy at work, collaborate better with their...
How to Identify Buying Motives to Deliver Killer Sales Presentations
There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those reasons typically fall under 4 basic Buying Motive categories. Why is it important for your salespeople to understand these categories? If your reps...
Seven Tips to Help Your Salespeople with Selling to Existing Accounts
According to Marketing Metrics, the probability of selling to existing accounts who are happy is up to 14x higher than the probability of selling to a new customer. Selling to existing customers is much easier than finding new customers, but many salespeople don’t...
The Winning Formula for the Happiest Company Culture
As a Sales Training firm, The Brooks Group wins when our clients succeed. For that reason, we don’t do too much self-congratulating. We recently won an award, however, that we’re happy to share. The Brooks Group won the Happiest Company Award from TINYpulse in the...
The 5 Critical Guidelines for Sales Presentations that Close Deals
There’s nothing more discouraging for your sales reps than to reach the end of a sales presentation and hear, “I have to think it over and get back to you." In today’s competitive marketplace, your reps must make the biggest impact on prospects when they have the...
2017 in Review and the Future of Sales Training
2017 was a big year for The Brooks Group. We thought we’d use this final blog post of the year to recap some of the more exciting and memorable moments. 1. The Brooks Group celebrated 40 successful years in business! Watch our founder, Bill Brooks, give a powerful...