The Sales Leader Blog

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

December 26, 2018
Written By: Jeb Brooks
4 of the Most Popular Briefinar Episodes You Can’t Miss

If you’ve never joined us for one of The Brooks Group’s Briefinars, you might be wondering, “what the heck is a briefinar?”

Let’s review it now:

Briefinar noun [breef-uh-nahr]

A short webinar designed for the busy sales leader who craves quality insight—but needs it in 20 minutes or less.

December 18, 2018
Written By: Will Brooks
Most-viewed blog posts of 2018

This blog – the Sales Leader blog – is designed to provide resources for anyone charged with leading a sales team or improving its performance.

December 10, 2018
Written By: Michelle Richardson
How to Reinforce Sales Training to Maximize Your ROI

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?

November 29, 2018
Written By: Marcia Neese
12 Tips to Help Your Reps Deliver a Killer Online Sales Presentation

Online sales presentations have become a critical part of almost every B2B sales process. Presenting online reduces many of the cost and time barriers associated with traditional in-person presentations, while modern conferencing technology makes it possible to deliver all of the benefits. 

November 26, 2018
Written By: Steve Hackett
4 Tactics for Asking Great Follow-up Questions on Sales Calls

The key to understanding what a prospect wants and needs lies in the follow-up question.

Great questioning is a skill every successful salesperson has mastered, and the follow-up is a critical part of that questioning process.

November 14, 2018
Written By: Lisa Rose

Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting are among the mountain of tasks you have to juggle on a daily basis.

With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward. 

November 07, 2018
Written By: Marcia Neese

Part of improving sales enablement and maintaining a strong customer-focus is being aware of the buyer’s journey and how it aligns with your sales process.

October 31, 2018
Written By: Lisa Rose

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

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

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

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: Marcia Neese

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.