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 104

Sales Training Decision-making Sales Communication 104

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 111

Energy and Utilities Decision-making Sales Construction 111

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 107

Value Proposition Procurement Decision-making Stakeholders 107

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 94

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 94

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 95

Negotiation Sales Training Sales Decision-making 95

Brooks Group

NOVEMBER 14, 2024

Unresponsiveness Another warning sign is when a prospect doesn’t respond to your efforts to communicate with them. Making demands that are impossible to fulfill, expecting too much, attempting to force a transaction, or acting entitled shows they’re not ready to buy. Awareness of Need: Prospect is aware that they have a problem.

Sales 52

Sales Sales Training Decision-making Prioritization 52

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

MDI Training

MARCH 29, 2024

The first event aimed at identifying additional ways to further improve effective communication and cooperation : What influence does our mindset and perception have on our behavior and thus our interaction with others? In the context of a communication boost : What are essentials for effective communication ?

Digital Transformation 52

Digital Transformation Artificial Intelligence Leadership Decision-making 52

MDI Training

MARCH 29, 2024

The first event aimed at identifying additional ways to further improve effective communication and cooperation : What influence does our mindset and perception have on our behavior and thus our interaction with others? In the context of a communication boost : What are essentials for effective communication ?

Digital Transformation 52

Digital Transformation Artificial Intelligence Leadership Decision-making 52

Brooks Group

SEPTEMBER 10, 2024

The difference often lies in correcting the five biggest mistakes new sales managers make. If you’re focused on making your own sales, you aren’t helping your sales professionals close theirs. If your organization requires you to have your own clients, make extra efforts to prioritize sales coaching and building trust with your team.

Sales Management 85

Sales Management Management Sales Prioritization 85

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

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 94

Sales Training Decision-making Sales Profitability 94

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

Brooks Group

SEPTEMBER 20, 2024

Without new opportunities, your sales team will never make quota. Set Intelligent Goals The next element of each sales professional’s prospecting plan is how many new contacts they should make each week based on the average conversion rate from prospect to opportunity, and how many qualified opportunities they must add to their pipeline.

Sales 52

Sales Sales Training Negotiation Decision-making 52

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 52

Management Sales Sales Training Communication 52

Brooks Group

AUGUST 26, 2024

Overcome Sales Professionals’ Resistance to CRM Software The first step is making sure your CRM is fully adopted. Here are some common mistakes companies make when implementing CRM software solutions. This makes it difficult, if not impossible, for sales professionals to use it effectively. But communication works both ways.

CRM 73

CRM Sales Software Software 73

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 82

Sales Training Sales Decision-making Negotiation 82

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 103

Emotional Intelligence Sales Decision-making Sales Training 103

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 90

Sales Training Facilitation Sales Decision-making 90

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 52

Negotiation Value Proposition Sales Sales Training 52

CMOE

OCTOBER 2, 2024

Communication: Good leaders promote open communication by actively listening to team members and establishing channels for transparent two-way dialogue. Adaptability: With a leadership mindset, leaders become well-equipped to navigate change in the face of uncertainty to guide their teams through transformational periods with strength.

Leadership 52

Leadership Emotional Intelligence Construction Strategic Thinking 52

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 101

Manufacturing Supply Chain Value Selling Sales 101

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 87

Sales Management Management Sales Sales Training 87

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

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 96

Sales Training Decision-making Media Publishing 96

Brooks Group

AUGUST 28, 2023

Value-based selling is a sales approach that focuses on giving value to prospects and customers throughout their decision-making process. They are also more likely to make an investment sooner and with a larger amount of money. Make sure to remind them to enter every prospect interaction with an intention to provide value.

Sales 72

Sales Suppliers Sales Training Decision-making 72

Hubspot Sales

SEPTEMBER 16, 2024

I‘m going to level with you — the statement I’m about to make probably sounds like one of those meaningless platitudes about selling you‘d hear at some seminar that you were pressured by your employer to attend, but I swear I’m going somewhere with it. I always make sure to follow up quickly with the accurate information.

Decision-making 85

Decision-making Negotiation Sales Training Sales 85

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.

Decision-making 130

Decision-making Meetings Communication Marketing 130

Brooks Group

JUNE 7, 2023

The First Rule of IMPACT Selling® Is… We’ve previously discussed the role the value formula plays in identifying and structuring communication of the benefits a customer gains in a salesperson’s solution. They think in terms of the bottom line and tend to make quick decisions. D-types are direct and to the point.

Sales Training 62

Sales Training Decision-making Sales Communication 62

Brooks Group

OCTOBER 14, 2024

Practice communicating ROI and long-term benefits to create cross-sell and upsell opportunities. Effective Follow-Up Establish a systematic approach to post-sale communication. Teach negotiation skills to navigate complex decision-making processes in B2B contexts. Train on providing ongoing value between purchases.

Emotional Intelligence 52

Emotional Intelligence Negotiation Sales Training Construction 52

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 103

Sales Training Decision-making Meetings Prioritization 103

Brooks Group

APRIL 10, 2024

Prospecting Techniques: Before the Sales Call The right sales skills and a consistent set of best practices before sales calls will make prospecting time more productive. Make sure every team member has a professional headshot, sales title, and product-oriented “About” section. Here are some to focus on.

Sales 102

Sales Media B2B Publishing 102

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 97

Decision-making Sales Training Manufacturing Account Management 97

Strategic Communications

FEBRUARY 23, 2021

In the old days, when I first began writing copy, attending all sorts of seminars and reading all kinds of books on the craft of copywriting, the focus was on creating content that followed the AIDA acronym —attracted Attention, developed Interest, created Desire, and led to Action. Beyond the AIDA Formula. Recommended Reading.

Decision-making 52

Decision-making B2C Communication B2B 52

Brooks Group

MARCH 7, 2024

Buyers generally make up their minds in the first few seconds whether the time spent with you is going to be valuable. This makes it far more likely they will listen to you—and that you’ll make the sale. They make buying decisions about products and services they don’t personally use.

Procurement 83

Procurement Management Decision-making Sales Training 83

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 109

Marketing Sales Decision-making Communication 109