The Sales Leader Blog

Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring

June 23, 2010
Written By: Jeb Brooks

It turns out that there are a few of you out there who watch our blog, but aren't sure what we do here at The Brooks Group! Please let me fix that!

June 18, 2010
Written By: Jeb Brooks

The other day, I had a great telephone conversation with Anthony Iannarino from The Sales Blog. As an aside, it's a lot of fun to connect with someone offline after getting to know them online - especially given what we talked about. In the interest of full disclosure, he and I have no connection other than that we both manage sales blogs. I will say that, because his content is so interesting, I'm hoping he'll bring a guest post to us here at Sales Evolution. Anyway, we ended up taking about the role of technology in sales.

June 14, 2010
Written By: Jeb Brooks

I have been thinking a lot about sales questions lately. Here at The Brooks Group, we teach salespeople how to use nine, different types of sales questions. Here they are:

June 04, 2010
Written By: Jeb Brooks

Here's a magic formula: > as trust in you and> confidence in the value of what you're offering rises, > fear of buying disappears.

I'd like to say a few things about building confidence in the value of what you're offering... Price objections occur when you haven't built enough value for what you're offering in the minds of your prospects. However, that shouldn't be a problem because

May 25, 2010
Written By: Tony Smith

I was on LinkedIn the other day, and came across a question about whether Sales 2.0 has killed Cold Calling. I decided to share my answer with our blog readers, too. To me, a cold call has three basic elements:

May 19, 2010
Written By: Jeb Brooks

It’s easy to become discouraged in sales. Constantly staring rejection in the face can be unpleasant.

So that means it’s important to stay motivated. But, by now, everyone knows that you can’t motivate anyone but yourself.

That's because motivation has to come from within. Motivation is an intrinsic sense that can’t be created by an extrinsic force (a sales manager).

Salespeople have to motivate themselves. As a leader of salespeople, you face a quandary. You’ve got to get results, but it’s not possible to “motivate your team.”

May 14, 2010
Written By: Jeb Brooks

Yesterday, in an impressive value-building move, our bank sent us a 40-minute video of a recent speech by bestselling business author Jason Jennings.  He spoke about his research on top-performing companies.  It was a great presentation, but one thing he said really caught my attention…

April 26, 2010
Written By: Jeb Brooks

No matter how you look at it, people buy from other people.

In sales, the term Business-to-Business refers to transactions between two or more corporate entities (and their employees) interacting in a complex manner to exchange value. These transactions can appear impersonal, highly-technical, and lengthy.

April 22, 2010
Written By: Jeb Brooks

Earlier this week, I was in Las Vegas for Selling Power Magazine's Sales Leadership Conference. It was for sales leaders who wanted to create more effective sales teams that yield higher productivity, sales, and customer satisfaction.

If there was a thread running through the conference, it was that we -- as Sales Leaders -- need to listen.

April 09, 2010
Written By: Jeb Brooks

Nothing is quite as important when you’re talking to a prospect or decision maker as the questions you ask.

March 15, 2010
Written By: Jeb Brooks

“The only thing about change is that it changes things.” - Yogi Berra We’ve been hosting Sales Buzz Radio -- our free monthly internet radio show -- for a couple of years. We always get excited about the shows and this month’s (12:00 p.m. Eastern Time this Thursday, March 18) is no exception. Our guests will be John Sullivan and Jude Acuff, partners in SalesVision, a sales development and sales management coaching consulting practice. John and Jude will be talking about how Sales Managers can Create Sales Behavior Change in their teams.

March 04, 2010
Written By: Jeb Brooks

Next week, I’m heading to the Sales 2.0 Conference in San Francisco. I’m going because I desperately want to learn as much as possible about how technology is influencing (dramatically changing?) the sales role. I’m most interested in what technology will do to the relationships between salespeople and their prospects. There seem to be two camps. Here they are at their extremes: First, there are the people who say that the need for salespeople will completely disappear. They argue that between technology and social networks, people don’t want (need?) to talk to salespeople anymore.