Brooks Group

JANUARY 9, 2025

Understanding the difference between landing new business and managing existing accounts is critical for your sales organizations success. On the surface, sales and account management have similar goals: Build strong relationships with customers and increase profitable revenue.

Account Management 100

Account Management Management Sales Value Proposition 100

Brooks Group

JUNE 24, 2024

You know you should measure sales training ROI. Isn’t the main thing just to get the training done? Step one, you need to train your sales team. But step two should be making sure your training is getting the results you want. Here are eight ways effective sales training makes a difference.

Sales Training 98

Sales Training Decision-making Sales Profitability 98

Brooks Group

APRIL 1, 2022

Studies indicate that participants in traditional curriculum-based training forget more than 80 percent of the information they were taught within 90 days. Sales training that sticks, however, results in behavior change because it’s reinforced. That requires involvement and buy-in from both sales leaders and salespeople.

Sales Training 98

Sales Training Sales Facilitation Meetings 98

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Sales Management 98

Sales Management Management Sales Publishing 98

Brooks Group

OCTOBER 19, 2022

What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role. Sales Manager.

Sales Training 98

Sales Training Sales Account Management B2C 98

Brooks Group

JANUARY 2, 2024

Sales leaders and managers seek individuals who can not only meet targets but exceed them consistently. When you focus your sales training on the right skills, you ensure your team is equipped for any selling situation. 7 Habits of a Great Salesperson (and How to Train) 1. So what sets great salespeople apart?

Sales Training 105

Sales Training Decision-making Sales Communication 105

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 243

B2B Sales Decision-making Stakeholders 243

Brooks Group

MARCH 6, 2025

AI is transforming sales. Source: McKinsey ) 83% of sales teams using AI saw revenue growth this year vs. 66% not using AI. Source: McKinsey ) 83% of sales teams using AI saw revenue growth this year vs. 66% not using AI. As Cohen explained, The new way of sales training, especially with AI, is personalized.

Sales Training 71

Sales Training Artificial Intelligence Sales Internet 71

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Sales 98

Brooks Group

MAY 3, 2022

Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization. This sort of cohesiveness is not usually possible when regional teams implement their own training.

Sales Training 93

Sales Training Facilitation Sales Decision-making 93

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 93

Sales Training Sales Decision-making Sales Management 93

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Showpad

JUNE 15, 2020

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. In this blog post, we’ll discuss why you need formal sales training and how to guarantee its success. .

Sales Training 83

Sales Training Interpersonal Skills Sales Brainstorming 83

Mike Kunkle

NOVEMBER 26, 2022

I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. Access to a Growing Library of 4+ Hours of Video Content , teaching the Building Blocks of Sales Enablement framework.

Sales 233

Sales Leadership Transportation Sales Training 233

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Brooks Group

JULY 7, 2023

Sales training can be one of the most critical investments you make for your team. Salespeople often resist training, viewing it as a hassle that takes them away from their work. In fact, according to Training Industry , more than a quarter of salespeople feel that their sales training is ineffective.

Sales Training 88

Sales Training Shareholders Sales Sales Management 88

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Yet many sales professionals overlook these opportunities, either preferring to stay in “hunter” mode or because they lack the sales training , skills, and coaching to get it done.

Sales Training 93

Sales Training Sales Account Management Profitability 93

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 144

Sales Training Sales Decision-making Communication 144

Sales Readiness Group

JULY 31, 2021

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to Choose the Best Sales Training Company. 4 Key Factors to Create a Sales Training Program That Delivers Results.

Sales Training 127

Sales Training Facilitation Sales 127

Brooks Group

MARCH 4, 2025

Effective sales coaching can have a huge impact on your business. The biggest benefit is its contribution to revenue: Sales coaching boosts team performance, with real-time coaching increasing annual revenue by 8%. But some sales organizations lack formal, well-executed sales coaching programs.

Management 76

Management Sales Meetings Sales Training 76

Brooks Group

JANUARY 31, 2025

Sales training is an essential ingredient of your organizations success. The right sales skills and knowledge can unlock the full potential of every sales professional, elevating their performance and driving results for your organization. The average training ROI for The Brooks Groups clients is 67X.

Facilitation 60

Facilitation Sales Training Emotional Intelligence Sales 60

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Brooks Group

APRIL 7, 2025

But since theyre all happening simultaneously, sales leaders feel like they did five years ago: isolated and unsure of what to do and how to direct their teams. What if sales professionals who want to hide from having to deliver bad news know how to uncover the opportunities before them instead? Its not unrealistic.

Sales Leadership 52

Sales Leadership Leadership Supply Chain Sales Training 52

MTD Sales Training

JANUARY 28, 2020

Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Y ou need to show your value and differentials in how you approach the sales offering. MTD Sales Training | Sales Blog.

Meetings 150

Meetings Sales Sales Training Profitability 150

Brooks Group

MARCH 25, 2025

Chasing unqualified prospects who will never close is one of the biggest wastes of your sales teams time and effort. For this reason, its important to help your sales professionals quickly assess whether a prospect is qualifiedso they can move on to the next if necessary. But dont stop there.

Sales 55

Sales Decision-making Sales Training Profitability 55

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals.

Sales 139

Sales Sales Training Negotiation Facilitation 139

Brooks Group

FEBRUARY 10, 2025

More stakeholders means longer sales cycles. Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities. These skills are essentially make-or-break for complex sales scenarios.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Brooks Group

OCTOBER 14, 2024

Recently I was talking to one of our sales trainers about the difference between customer satisfaction and customer loyalty. He said a client’s sales team was confusing the two. It made me realize that other sales teams might be doing the same thing and thought it would be helpful to provide insight here.

Emotional Intelligence 70

Emotional Intelligence Negotiation Sales Training Construction 70

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. .

Digitalization 98

Digitalization B2B Sales Customer Value 98

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. Below are three powerful closing questions that will ease the tension and help you maintain the flow of your sales interaction as you begin to ask for the order. #1 MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Brooks Group

APRIL 10, 2025

Selecting the best people for your sales team is crucial to the success of your organizationthats a given. The sales hiring process can be long and challenging. Give this opportunity to grow your team the attention it deserves, and keep in mind these four tips for maximizing the sales hiring process.

Sales 52

Sales Onboarding Decision-making Sales Training 52

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

Brooks Group

FEBRUARY 3, 2025

If youre a sales leader focusing on winning new business, youre not alone. According to new research from The Brooks Group , the top three sales leader priorities in 2025 are: Increasing customer retention Strengthening margins Winning new business But sales leaders acknowledge there are obstacles to accomplishing these priorities.

Construction 92

Construction Value Proposition Advertising Sales Training 92

Force Management

AUGUST 12, 2020

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”.

Sales 111

Sales Sales Training 111

Mike Kunkle

AUGUST 27, 2019

In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Goals of Organizational Learning for Sales. Sales onboarding for new sales reps and new or promoted sales managers.

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Sales Onboarding Sales Training Leadership 130