The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Process vs Sales Techniques
“Give a man a fish, you feed him for a day. Teach a man to fish, and you feed him for a lifetime.” ~ Lao Tzu What does this rather overused Chinese proverb have to do with sales process or sales techniques? Let me explain: By providing your team with sales process...
Outline for a Sales Training Manual
Every now and then, we get requests for an outline for a sales training manual. We usually respond in the same way: What prompted your interest in a sales training manual? Typically, it's because someone told someone else to come up with some sales training. If we've...
Success is a Byproduct of Preparation and Execution
Editor's Note: Every now and then, you run across someone with true, unadulterated passion for sales. Robert Terson is certainly one of those people. I enjoy reading his site SellingFearlessly.com, and am excited that he's written a post especially for us here at The...
Post-Call Planning
We write a lot about pre-call planning here on the Sales Leader Blog. The reasons are many, but mostly because there’s immediate payoff. Put simply, if you prepare for a sales call, you increase your chance of success. There’s an equally important component to...
The Brooks Group’s Founder Inducted Into the Sales Hall of Fame
We're pleased to announce that in the first-ever Top Sales Awards, our founder (and my father), the late Bill Brooks, was inducted into the Sales Hall of Fame. He was included for his amazing contributions to Professional Selling. Although he passed away in 2007, his...
Code of Ethics for Sales Professionals
Yesterday, I had the opportunity to speak to a group of Wartburg College students about Professional Selling. Since we’re in the business of elevating the sales profession, I jumped at the opportunity. During the presentation, one of the students – Nathan Welsch –...
Good News for the Air Force Reserve Command Recruiting Service
For 10 years, The Brooks Group has been helping Air Force Reserve recruiters perform their work in a professional, applicant-focused way. It's work we enjoy because it allows us to help men and women who do so much for our nation. Earlier today, I was talking to Kevin...
Why wait to Get a Round-Tuit?
Several years ago, I met a man who sold insurance. He handed me a Round-Tuit. You may have seen one of these things. It's a wooden coin that says, "Tuit" on it. Aside from being a clever gimmick for a man selling insurance, it provides an important lesson for the rest...