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October 31, 2018
Written By: Laura Lloyd

Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers | The Brooks Group

At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers.

The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions.

October 23, 2018
Written By: Marcia Neese

How to Choose a Sales Keynote Speaker That Inspires | The Brooks Group

Choosing a sales keynote speaker for your annual sales meeting is a challenge. To make your event memorable and productive you need the kickoff to be engaging, inspiring, educational, and relevant.

Finding all of those qualities in one sales keynote speaker, within the budget you’ve been given, can be daunting.

October 17, 2018
Written By: Steve Hackett

What Sales Performance Management Is, And Why You Need it Now | The Brooks Group

Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to drive optimal performance. As no surprise, sales teams that implement SPM outperform sales teams in organizations that don’t. 

October 10, 2018
Written By: Lisa Rose

What Sales Leaders Can Learn from NBA's Phil Jackson | The Brooks Group

Phil Jackson is one of the most successful coaches of all time. He holds the highest winning percentage in basketball history achieved over his two decades of coaching—winning 11 championship rings.

What’s the secret to Jackson’s powerhouse leadership, and what can the rest of us learn from it?

October 01, 2018
Written By: Laura Lloyd

How to Send Sales Prospecting Emails that Get Responses | The Brooks Group

Email prospecting can be a powerful tool for sales reps—when it’s used in the right way. Reps sometimes think they’re saving time with mass emails, but the reality is that sending unsolicited emails can backfire.

In addition to poor click-through rates, canned emails create distrust and can damage brand reputation and undermine future prospecting efforts.

September 18, 2018
Written By: Steve Hackett

6 Steps to Create a Successful Sales Business Plan | The Brooks Group

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals.

September 11, 2018
Written By: Joe Wilburn

The Top 3 Consultative Sales Approach Strategies for Your Sales Team | The Brooks Group

In today’s marketplace, competition is fierce and buyers have endless options available at their fingertips.  Having a good product is no longer enough.

September 05, 2018
Written By: Lisa Rose

How to Use DISC for Sales Emails | The Brooks Group

Sales emails can be challenging to navigate. Customers and prospects often skim their overflowing inboxes, ignoring anything that doesn’t immediately catch their attention.

Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively.

August 29, 2018
Written By: Laura Lloyd

The 9 Sales Negotiation Skills Your Reps Need Now | The Brooks Group

Sales negotiation can be a source of dread for salespeople. It’s especially painful when a rep thinks they’ve closed a deal and then the prospect surprises them by wanting to “talk about the details.”

With the right sales negotiation strategy, even this part of the sales process can remain warm and result in a win-win outcome for all parties.

August 22, 2018
Written By: Marcia Neese

7 Tips for Building a Positive Feedback Culture on Your Sales Team | The Brooks Group

Giving and receiving productive feedback is key to the personal and professional development of your employees.

A feedback culture is one in which employees and leaders regularly, consistently, and productively engage in useful feedback that fosters growth.

August 01, 2018
Written By: Anita Greenland

6 Tips to Make Your National Sales Meeting Ridiculously Productive | The Brooks Group

It comes every year, and still it always seems to sneak up on us: the National Sales Meeting.

From creating the meeting agenda, booking the convention center, deciding on a meeting theme, and identifying a keynote speaker –there’s a lot to be done.

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