Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 77

B2B Emotional Intelligence Value Proposition Stakeholders 77

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. More In-depth Knowledge.

Sales Training 98

Sales Training Sales Account Management B2C 98

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 94

Sales Training Sales Decision-making Sales Management 94

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. When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country.

Sales Training 93

Sales Training Facilitation Sales Decision-making 93

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

Hubspot Sales

SEPTEMBER 26, 2018

You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota. Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture.

Sales Training 101

Sales Training Sales Decision-making Sales Management 101

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. Credibility is the currency of sales. Check out what they had to say!

Decision-making 109

Decision-making Negotiation Sales Training Sales 109

Mike Kunkle

APRIL 8, 2023

(Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) They should be well documented in your CRM, preferably with a scoring system. .”

B2B 243

B2B Sales Decision-making Stakeholders 243

Brooks Group

JANUARY 9, 2025

New Business Sales Skills for Success In general, strong sales professionals usually have a hunter mentality. They should have the skills to move a prospect through each stage of the sales process. While a consultative sales approach benefits all sellers, its especially important for account managers.

Account Management 101

Account Management Management Sales Account Growth 101

Brooks Group

FEBRUARY 3, 2025

Make sure your sellers know the characteristics of your most profitable accounts and how to qualify new prospects that are similar. In addition to mapping out the buyers decision process , aligning is really important. Make sure they have the information they need to be an effective representative of the organization.

Construction 92

Construction Value Proposition Advertising Sales Training 92

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Mike Kunkle

AUGUST 30, 2023

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. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Brooks Group

OCTOBER 14, 2024

Knowing how these two diverge is important for delivering effective sales training and improving long-term results. This understanding allows sales professionals to anticipate and address future challenges, which reinforces the value of the partnership. Learn more about our IMPACT Selling ® sales training program.

Emotional Intelligence 70

Emotional Intelligence Negotiation Sales Training Construction 70

Hubspot Sales

MARCH 4, 2019

I emailed the VP of Sales and told him that I disagreed with his decision not to hire me. Later, I learned that the way I'd handled this objection demonstrated sales potential. Personal relationships could make or break a deal. Internally, we invest in a wide array of sales training that fall into the three buckets above.

Sales Training 108

Sales Training Sales Onboarding Sales Management 108

The Center for Sales Strategy

AUGUST 3, 2020

The realities of COVID-19, coupled with legacy sales issues, are making it more difficult for sellers to set appointments with new business prospects. Problems inhibiting a seller’s access to decision makers — like a lack of trust — have been compounded by the uncertainties of the current business climate.

Sales Training 84

Sales Training Sales Decision-making 84

Brooks Group

MARCH 13, 2025

This allows you to recommend solutions that meet their needs, making it more likely youll close the sale. Sales professionals must lay aside their own interests to discover and satisfy the needs and wants of their customers. This single issue alone will make your sales efforts successful even where others fail.

Communication 52

Communication Sales Training Meetings Decision-making 52

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

RAIN Group

JANUARY 25, 2023

When you invest in sales training, you’re committing time and resources with the distinct possibility of failure. From misaligned goals to lackluster adoption, there are many reasons why sales training doesn’t achieve desired results. Proper planning is a must for sales training that works.

Sales Training 59

Sales Training Sales Decision-making Organization 59

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 231

B2B Sales Decision-making Negotiation 231

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Brooks Group

OCTOBER 7, 2024

Overcoming Common Challenges During An Enterprise Sales Training Program You’ve probably heard of sales training, but what about enterprise sales training? As the world gets more complicated, so do customers’ pain points during sales conversations. What Are Enterprise Sales?

Sales Training 52

Sales Training Decision-making Sales Stakeholders 52

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

Brooks Group

JULY 10, 2024

The best sales training unlocks the full potential of your sales team. Effective training equips your sales professionals with selling skills and strategies to engage buyers, build trust, and increase win rates. Here’s how to make it happen. 14 Steps to Planning a B2B Sales Training Course 1.

Sales Training 52

Sales Training B2B Sales Logistics 52

Brooks Group

APRIL 17, 2023

What Is the Best Enterprise Sales Training? Enterprise selling is sometimes overlooked in companies’ training because the sales process focuses more on other parts of the training deemed more important. However, enterprise selling is one of the most important parts of company sales training.

Sales Training 52

Sales Training Negotiation Sales Decision-making 52

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Without a laser focus on the metrics that truly matter, sales leaders can find themselves rudderless. When gaps are identified, create a training plan to close the gaps.

Sales 221

Sales Prioritization Innovation Sales Training 221

MTD Sales Training

SEPTEMBER 24, 2018

What makes a buyer decide to be loyal to a supplier? It’s no longer the cheapest price or best quality that drives decisions. Modern research shows that offering insights and helping buyers to make decisions for the benefits of their business is key to getting the modern buyer involved. Happy Selling! Sean McPheat.

Suppliers 123

Suppliers Decision-making Sales Training Media 123

Brooks Group

FEBRUARY 12, 2025

Build rapport with I types through: Friendly and animated conversation Asking for their ideas and opinions NOT dwelling on the details Giving personal stories illustrating how others have benefited from your solution S Types: Steadiness Steadiness or Pacer types have a deliberate and methodical decision-making style.

Sales Training 53

Sales Training Profitability Decision-making Communication 53

Brooks Group

MARCH 6, 2023

From negotiation to messaging personalization, sales managers and employees can improve their communication skills with anybody by taking enterprise sales training. Understanding your clients is essential to communication and sales in the business world. Here’s what you need to know about enterprise sales training.

Sales Training 52

Sales Training Sales Decision-making Stakeholders 52

Brooks Group

FEBRUARY 28, 2023

Why Should You Consider Virtual Sales Training Programs? Virtual Sales Program Training Ensures Continuity Making sure everyone’s on the same page can be difficult and even harder to remember, as some participants lose 70% of what they’ve learned within six days and 87% within six weeks!

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

Brooks Group

OCTOBER 3, 2024

What if you make mistakes? Sales managers are responsible for leading a company’s sales team to achieve or exceed their sales targets and contribute to the company’s overall revenue and growth objectives. This includes setting sales goals, monitoring performance, and providing sales coaching and feedback.

Sales Management 105

Sales Management Management Sales Training Sales 105

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. This stems from strong competition and an increasing number of decision makers on the buyer’s side. Understanding how buyers make decisions. Gaining higher prices.

Decision-making 145

Decision-making Sales Training Organization Sales 145

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

MARCH 25, 2024

The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes.

Negotiation 97

Negotiation Sales Training Sales Decision-making 97

MTD Sales Training

FEBRUARY 11, 2020

However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”. Does that make sense for your business? ”. Does that make business sense to you?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

MTD Sales Training

JUNE 4, 2019

he customer can make the connection between the product and the savings he will make, or the benefits they will get for the extra investment. In other words, we make the value they will receive very clear from the outset. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy Selling!

Decision-making 102

Decision-making Sales Training Marketing Sales 102

Red Star Kim

APRIL 24, 2023

However, there can be concerns about the environment for taking and making telephone calls – with concerns about “Can you be overhead?”. Half of delegates had average confidence in taking and making telephone calls at the start of the session and half indicated high confidence. This can be of equal importance for consumer (e.g.

Emotional Intelligence 26

Emotional Intelligence Financial Services Decision-making Digitalization 26