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 104

Value Proposition Procurement Decision-making Stakeholders 104

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

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 109

Decision-making Negotiation Sales Training Sales 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

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 92

Negotiation Sales Training Sales Decision-making 92

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 103

Sales Decision-making Sales Training Communication 103

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

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

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 97

Decision-making Sales Training Communication Organization 97

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

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 86

Sales Training Facilitation Sales Decision-making 86

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 90

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 90

Insightly

JUNE 28, 2021

Below are a few takeaways from our decision-making journey and tips to ensure remote work success. For many companies, in-person interactions fueled a sense of community and were a big part of company culture. . Communication gaps . Prioritize communication. More doesn’t mean better when it comes to communication.

Remote Working 98

Remote Working Brainstorming Prioritization Digitalization 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

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 95

Decision-making Sales Training Manufacturing Account Management 95

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 101

Emotional Intelligence Sales Decision-making Sales Training 101

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 93

Sales Training Decision-making Media Publishing 93

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 90

Sales Training Decision-making Sales Profitability 90

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 88

Management Sales Sales Training Communication 88

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

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

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 99

Sales Media B2B Publishing 99

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 83

Sales Management Management Sales Sales Training 83

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 100

Sales Training Decision-making Meetings Prioritization 100

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 98

Manufacturing Supply Chain Value Selling Sales 98

Brooks Group

FEBRUARY 16, 2024

You need to stand out to make buyers want to do business with you. The bottom 20% focus on two things: “How do I make my number?” They want to rep a good product, they think well of themselves, and they want to make money. Unless you sell a one-of-a-kind product, you’re up against competitors with similar offerings.

Emotional Intelligence 94

Emotional Intelligence Sales Sales Training Decision-making 94

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 78

Sales Training Sales Decision-making Negotiation 78

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 81

Sales Management Management Sales Prioritization 81

Brooks Group

MARCH 6, 2024

But these measurements alone don’t give sales leaders enough information to make good decisions that improve performance. A high call-to-close ratio indicates strong sales skills and effective communication, while a low ratio may indicate a need for additional training or support. Choose KPIs that fit these three criteria: 1.

Organization 96

Organization Account Management Sales Sales Training 96

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 92

Negotiation Sales Training Meetings Decision-making 92

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 88

Emotional Intelligence Sales Training Decision-making Communication 88

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. Recommendation 1: Adopt, communicate, and enforce a well-defined sales process. Recommendation 4: Make time for peer-to-peer and manager coaching.

Supply Chain 104

Supply Chain Negotiation Sales CRM 104

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 77

Decision-making Sales Training Manufacturing Account Management 77

MDI Training

OCTOBER 31, 2024

However, the training industry is among the pioneers: machine learning has enormous potential to make human learning more efficient, effective, and cost-effective. This practice has proven itself and enables more informed decisions with minimal time investment. Initially, we provided the prompts as a transfer task.

Leadership 52

Leadership Artificial Intelligence Digital Transformation e-Learning 52

MDI Training

OCTOBER 31, 2024

However, the training industry is among the pioneers: machine learning has enormous potential to make human learning more efficient, effective, and cost-effective. This practice has proven itself and enables more informed decisions with minimal time investment. Initially, we provided the prompts as a transfer task.

Leadership 52

Leadership Artificial Intelligence Digital Transformation e-Learning 52

Brooks Group

SEPTEMBER 21, 2022

Imagine for a moment one of your competitors making an attractive offer to your largest account. How can I make their day a little bit easier? The ability to pick up on and adapt to the subtle emotional communication that your customer is exhibiting can be more valuable in sales than actual intelligence.

Emotional Intelligence 84

Emotional Intelligence Negotiation Sales Training Decision-making 84