The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Team Evaluation: How to Optimize Your Existing Team
Sales leaders face a persistent challenge: How do you maximize performance and achieve ambitious goals with the team you already have? While hiring has slowed and employee turnover has stabilized, the pressure to deliver results hasn’t diminished. This reality has...
IMPACT Selling® Team Training: Helping Sellers Overcome Challenges Since 1977
Bill Brooks, the founder of The Brooks Group, discovered that, when a salesperson followed a linked sequential sales process, they had a 93% chance of closing the sale. Without a process, success dropped to 42%. Our 2024 Sales Leader Trend Report confirmed that 95% of...
Advice from an Experienced Sales Training Facilitator: Here’s What Actually Works
The difference between sales training that transforms performance and training that’s forgotten comes down to one critical factor: the facilitator. You can have the most eager students, best sales methodology, most comprehensive curriculum, and perfectly designed...
How to Become a Trusted Advisor in Sales: 6 Skills
Becoming a trusted advisor in sales is the foundation of long-lasting and profitable customer relationships. A trusted advisor is a strategic partner who offers advice on industry trends, competitors, and solutions. They help customers navigate challenges rather than...
How to Use Sales Enablement Collateral to Keep Deals Moving
Sales enablement collateral is more important than ever. According to Forrester research, 86% of B2B purchases stall during the buying process. Great sales and marketing materials drive conversations—and results. The buyer decision process is complex. Customers are...
What’s the Difference Between Price, Budget, and Perceived Value?
In many of our sales training programs, attendees will ask, “What’s the difference between price, budget, and perceived value?” These are three concepts that guide customer behavior when making a purchase. It’s important to understand the differences in the minds of...
Why IMPACT Selling® Works: Skills That Get Results
In today’s competitive selling environment, having a consistent, repeatable sales process is critical for driving revenue growth. That’s why many leading sales organizations are turning to The Brooks Group’s IMPACT Selling to equip their teams with proven selling...
7 Proven Strategies for Selling to Multiple Stakeholders
The days of selling to a single decision-maker are largely behind us. Today’s B2B sales environment is dominated by buying committees. The Brooks Group surveyed our B2B clients to find out how they were dealing with multiple stakeholders. Our research shows that 50%...