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June 08, 2018
Written By: Lisa Rose

9 Prospecting Tips that Will Improve Your Team's Success | The Brooks Group

Effective sales prospecting is one of the most challenging--and most important--parts of the sales process. Getting it wrong means wasted time and frustration. Getting it right means a healthier pipeline and better performance.

Here are 9 prospecting tips your team can implement before, during, and after each call in order to strike prospecting gold.

June 06, 2018
Written By: Jeb Brooks

Help Your Team Get More from Their Sales Out of Office Reply | The Brooks Group

How do you get your salespeople to continue selling, even when they’re on vacation?

You coach them to make the most of their out of office message!

The auto-reply message is something most salespeople don’t give a second thought to—but it’s valuable real estate in a prospect or customer’s inbox.

May 23, 2018
Written By: Laura Lloyd

How to Increase Sales by Focusing on Customer Service | The Brooks Group

In a world where the customer is in control, happy customers are the secret to growth. 

May 16, 2018
Written By: Marcia Neese

How to Help Your Technical Sales Reps Be More Business-Minded | The Brooks Group

Some companies sell complex solutions that require sales reps to have an in-depth technical expertise. Also known as sales engineers, these technical sales reps are extremely knowledgeable on the details of a product or solution, but they’re not always the best at converting prospects into customers.

May 09, 2018
Written By: Steve Hackett

Everything a Sales Leader Needs to Know About Value-Based Selling | The Brooks Group

It’s no secret that sales teams can’t rely on the outdated “used car sales” approach if they want to achieve high performance. Today’s customers in almost every market have access to more information, more choices, and more autonomy than ever before—and this requires better sales skills and more strategic thinking.

April 24, 2018
Written By: Marcia Neese

How to Coach Salespeople to Leave Sales Voicemails That Get Callbacks | The Brooks Group

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.

April 17, 2018
Written By: Lisa Rose

How to Help Your Reps Develop the 6 Habits of Successful Salespeople | The Brooks Group

Often, the difference between a good sales rep and a truly great salesperson, is simply good habits.

April 11, 2018
Written By: Laura Lloyd
April 04, 2018
Written By: Steve Hackett

5 Simple Steps to Improve Your Sales Forecast Accuracy | The Brooks Group

The accuracy of your sales forecast impacts everything in your organization, from revenue projections to hiring and production capacity decisions.

Yet according to Sirius Decisions, 79 percent of sales organizations miss their sales forecast by more than 10 percent.

March 20, 2018
Written By: Marcia Neese

5 Essential Tips for Building Better Customer Relationships

Your sales team’s long-term success is directly tied to their ability to form strong customer relationships, especially with their most profitable accounts.

March 13, 2018
Written By: Lisa Rose

The Account Management KPIs You Should Be Tracking | The Brooks Group

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management.

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