Brooks Group

FEBRUARY 12, 2025

Match Your Buyers Communication Style Not everyone communicates (or prefers to communicate) in the same way. Sellers who learn to quickly identify a prospects preferred communication style and adapt to it have a competitive edge. Everyone has a primary style and some degree of the other styles.

Sales Training 53

Sales Training Profitability Decision-making Communication 53

Brooks Group

APRIL 10, 2025

Once you have established concrete criteria for evaluating sales candidates, make sure everyone involved in the hiring process understands whats expected of them. Communicate interview questions and guidelines ahead of time and schedule a meeting to debrief as a team. Make the sales candidate interview a priority.

Sales 52

Sales Onboarding Decision-making Sales Training 52

Brooks Group

APRIL 1, 2025

Hiring sales professionals can feel like a hassle, but its one of the most important business decisions you can make. Avoid these five common sales hiring mistakes weve seen organizations make time and time again. Be sure your time and effort dont go to waste. Too often, sales professionals are hired based on likeability.

Onboarding 53

Onboarding Sales Sales Training Decision-making 53

MDI Training

MARCH 25, 2025

AI complements these approaches by enhancing personalization, enabling real-time feedback, and increasing scalability, making leadership development even more effective and accessible. These are not static case studies, but dynamic, adaptive scenarios where AI responds to a leaders decisions in real time.

Leadership 52

Leadership Digital Transformation Artificial Intelligence Co-Creation 52

Brooks Group

AUGUST 22, 2024

Without realizing it, your sellers may be pushing potential buyers away by using the wrong communication approach. Understanding each style is key to understanding the decision-making behavior of a prospect. Decision-Making Style: These types tend to be less detail oriented and focus more on the big picture.

Emotional Intelligence 98

Emotional Intelligence Decision-making Sales Communication 98

Brooks Group

OCTOBER 3, 2024

What if you make mistakes? Reporting and Analysis Gathering and analyzing sales data, preparing reports for upper management, and using insights to make informed business decisions. Assess their strengths , weaknesses, motivations, and communication styles. Empower your sellers to make decisions and take ownership.

Sales Management 105

Sales Management Management Sales Training Sales 105

Brooks Group

JUNE 13, 2024

Settling debates in a fair, transparent way shows team members you hear them and are making carefully considered decisions. Data-Driven Decision Making Emphasize making decisions based on hard data and metrics rather than on personal opinions or anecdotes. Address widespread concerns.

Energy and Utilities 113

Energy and Utilities Decision-making Sales Construction 113

Brooks Group

JANUARY 2, 2024

What makes successful salespeople isn’t just inherent abilities—it’s also their skill set. Let’s dive into the capabilities that make a salesperson truly exceptional and how to develop these qualities in your sales team. By making the unknowns known, they instill confidence in the customer’s mind.

Sales Training 105

Sales Training Decision-making Sales Communication 105

Account Manager Tips

AUGUST 9, 2022

Along the way, both make compromises until those discussions reach a conclusion: The buyer can solve the problem on their own. Understood buying and decision making process and criteria. Connected with key stakeholders and decision makers. At some point they meet a seller who believes they have the solution. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales 144

Sales Decision-making Software Software 144

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 109

Value Proposition Procurement Decision-making Stakeholders 109

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” Knowing how the customer and others produce and profit — When you are trying to make a mental impact on the decision-making process. Upcoming Seminars.

Profitability 130

Profitability Leadership Media Internet 130

Brooks Group

MAY 3, 2022

When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country. For example, while developing training for a global chemical company, we found their salespeople in Asia and Africa relied heavily on WhatsApp for customer communication.

Sales Training 93

Sales Training Facilitation Sales Decision-making 93

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. A great story can make a presentation compelling enough for people to act. This is powerful because emotions (not logic) drive most consumer decisions.

Sales 105

Sales Decision-making Sales Training Communication 105

Brooks Group

JULY 30, 2024

They directly impact revenue generation and overall business success, so make sure your sales training addresses them. Communication Communication is the most important selling skill. Use assessments to help them understand communication styles. Active Listening Active listening is arguably the next most important skill.

Interpersonal Skills 98

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 98

Brooks Group

OCTOBER 13, 2023

Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics. Sales trainers with leadership experience make good coaches in the classroom, and are invaluable during sales management training programs. 7 Characteristics of a Successful Sales Trainer 1.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Brooks Group

AUGUST 20, 2024

It occurs throughout the sales cycle, from the initial prospecting stage to the final decision-making phase. Understand the Customer’s Behavior Style Leverage tools like DISC assessments to understand the customer’s behavior patterns, communication preferences, and decision-making styles.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

Brooks Group

MARCH 25, 2024

The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes. This levels the playing field and makes sales cycles and revenue more predictable. It increases sales effectiveness and efficiency.

Negotiation 97

Negotiation Sales Training Sales Decision-making 97

Brooks Group

MAY 18, 2022

Personal assessments reveal the motivators and behavior styles that really affect how well someone will perform in a position, although not all tests provide reliable information (nor are they all legal to use in hiring decisions). They buy new and unique products and make decisions quickly. Personality vs. behavior.

Decision-making 98

Decision-making Sales Training Communication Organization 98

Red Star Kim

OCTOBER 3, 2022

I have had seminars like this in the past and none were as insightful as this one”. Assess decision criteria and processes. Most firms used templates to make compiling pitch and tender documents quick and efficient and preserve branding. This was seen as a powerful way to communicate a firm’s personality and values.

Meetings 130

Meetings Communication Decision-making Marketing 130

Red Star Kim

MAY 11, 2023

Most M&BD professionals will have some involvement in brand work – whether through campaigns for brand awareness and activation or brand management (ensuring that all activities and communications are in line with agreed brand guidelines). A brand is a promise that it will deliver a set of attributes. Brands can also be aspirational.

Management 130

Management Co-Creation Publishing Leadership 130

Brooks Group

JUNE 24, 2024

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. Better Customer Engagement Sales training equips sales professionals with effective communication skills, product knowledge, and consultative selling techniques. Yes and no.

Sales Training 98

Sales Training Decision-making Sales Profitability 98

Hubspot Sales

FEBRUARY 18, 2020

That sounds like a question you’d hear at a low-rent sales seminar — something that the speaker would ask the crowd and assure everyone that there are "no wrong answers.". You, as a salesperson, are convincing an individual prospect to make an important financial decision — either for themselves or on behalf of the company they work for.

Innovation 139

Innovation Construction Media Sales 139

Brooks Group

MAY 2, 2024

Social Skills Social skills are the ability to be socially aware, make meaningful connections, build rapport , and maintain relationships over an extended period of time. Look for empathy, communication skills, conflict resolution.) Social Skills: Do they make eye contact? How did you approach it? How do you build rapport?

Emotional Intelligence 104

Emotional Intelligence Sales Decision-making Sales Training 104

Brooks Group

APRIL 19, 2023

The first key fundamental that IMPACT Selling ® teaches is how sales reps can make their first impression a good one. They are interested in hearing expert opinions, industry insight, and anything that may guide them as they make business decisions. The majority of buyers want more than mere access to what your company sells.

Sales Training 97

Sales Training Decision-making Media Publishing 97

Brooks Group

JUNE 1, 2022

It makes sense that a manager would want to hire someone with industry experience, familiarity with their customers, and maybe even an existing book of a competitor’s business that could be tapped into. Bad hires have the ability to demotivate entire sales teams, making lost revenue hard to quantify. Retreads and Tenderfoots.

Decision-making 98

Decision-making Sales Training Manufacturing Account Management 98

Brooks Group

OCTOBER 8, 2024

At each stage, some prospects are disqualified or don’t proceed, and the funnel narrows to include only those who continue along the buyer’s decision process. Because the sales funnel depends on a healthy marketing funnel, you need to make sure they’re connected and working toward the same goals. Meet regularly.

Management 95

Management Sales Sales Training Communication 95

Brooks Group

AUGUST 8, 2023

The DISC personality assessment has become a popular tool for understanding behavior and communication styles. If you understood your colleague’s preferences, you might communicate differently and be able to work together more easily. Or the opposite—they want to rush a project forward without having all the details.

Sales Management 91

Sales Management Management Sales Sales Training 91

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Commission-based pay and fluctuations in sales volume can make it challenging to predict your monthly or annual income. This can make it difficult to maintain a healthy work-life balance.

Sales Training 86

Sales Training Sales Decision-making Negotiation 86

Brooks Group

AUGUST 6, 2024

Sales professionals need to differentiate their products or services and effectively communicate their unique value propositions to stand out from the competition. Sales professionals need to manage these complex sales cycles effectively, build long-term relationships, and navigate the decision-making process skillfully.

Manufacturing 103

Manufacturing Supply Chain Value Selling Sales 103

Hubspot Sales

NOVEMBER 14, 2018

You don't have to take special classes or training seminars. Digital communication has made it easy for us to connect. Research shows that the power of face-to-face communication is in it being … face-to-face. Were there clues foreshadowing the eventual decision they made? And it's not complicated. How to Develop Empathy.

Emotional Intelligence 105

Emotional Intelligence Sales Communication Decision-making 105

Brooks Group

MAY 14, 2024

When you take the time to actively listen and ask the right sales discovery questions , you gain valuable insights into their motivations, priorities, and decision-making criteria. They likely have budgeted funds available, the authority to make purchasing decisions, and an active project or pain point driving them to explore options.

Sales Training 104

Sales Training Decision-making Meetings Prioritization 104

Red Star Kim

DECEMBER 2, 2022

How can I make the time to be proactive? Minimise meetings – Find alternative ways to communicate and/or ensure meetings are kept short by producing papers in advance and showing what decisions are required in meetings. Help cross-pollinate ideas between teams with internal communication. Communicate aims and outcomes.

Marketing 130

Marketing Communication Meetings Strategic Thinking 130

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback. Table of Contents How can Sales and Marketing collaborate? Case studies.

Marketing 111

Marketing Sales Decision-making Energy and Utilities 111

Brooks Group

JUNE 1, 2022

It makes sense that a manager would want to hire someone with industry experience, familiarity with their customers, and maybe even an existing book of a competitor’s business that could be tapped into. Bad hires have the ability to demotivate entire sales teams, making lost revenue hard to quantify. Retreads and Tenderfoots.

Decision-making 86

Decision-making Sales Training Manufacturing Account Management 86

Brooks Group

JANUARY 25, 2023

View this week's video Engagement Mindset Make sure your salespeople understand: their goal, when first engaging with a prospect, is to set the sales process in motion by turning a potential resistor into an avid listener. It’s not always an easy task to understand another person’s feelings and communicate well with them.

Emotional Intelligence 94

Emotional Intelligence Sales Training Decision-making Communication 94

Brooks Group

MAY 2, 2023

That will hurt trust, increase the buyer’s reluctance to engage with your seller, and make it difficult for the buyer to see your sales professional as a strategic resource. Positions the sales professional as a strategic resource to help the customer make a quality, informed decision.

Negotiation 97

Negotiation Sales Training Meetings Decision-making 97