The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
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...
Building a Sales Culture of Accountability
Building a sales culture of accountability starts at the top. Sales teams that know what they’re responsible for—and how to achieve it—are more productive and cohesive. Accountability creates transparency around what’s working and what isn’t. When salespeople know...
Essential Pre-Sales Call Research Techniques
Pre-sales call research is crucial. Gathering information about potential customers, their company, and their needs helps sales professionals tailor messaging and anticipate customer objections.3 Best Practices for Pre-Sales Call Research: Gather as much relevant...
Transform Your Technical Sales Professionals into Strategic Advisors
Complex solutions require sales professionals to have in-depth technical expertise. Sales engineers and other technical sellers are knowledgeable about the features, specs, and implementation requirements of a product or solution. But they’re not always the best at...