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

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

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

MARCH 25, 2025

Having a well-defined lead qualification process will improve your forecasting accuracy, decrease wasted time and resources, and allow your sales professionals to focus their attention where it has the greatest impact. 5 Tips for Sales Prospecting Use these sales training tips to teach your team how to qualify sales prospects the right way.

Sales 55

Sales Decision-making Sales Training Profitability 55

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

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 60

Communication Sales Training Meetings Decision-making 60

Brooks Group

APRIL 10, 2025

A sales hiring assessment is a commonly used tool for predicting the probability of a new hires success. Get everyone in the sales hiring and interview process on the same page. Make the sales candidate interview a priority. Build your sales onboarding plan before you hire. Contact us today to learn more.

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. Sales Hiring Mistake #1: You dont define exactly what the position needs.

Onboarding 53

Onboarding Sales Sales Training Decision-making 53

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

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

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Brooks Group

JUNE 13, 2024

Settling debates in a fair, transparent way shows team members you hear them and are making carefully considered decisions. Sales leaders can use these tactics for an open but disciplined process to help settle debates around hotly contested topics. Find out if this is an issue that’s affecting more than one team member.

Energy and Utilities 113

Energy and Utilities Decision-making Sales Construction 113

Brooks Group

JULY 27, 2023

Getting hyper-focused on the characteristics of a qualified prospect, and understanding the characteristics of a legitimate sales opportunity, is at the core of everything we do at The Brooks Group. Your sellers should quickly be able to qualify sales prospects. Could you describe the process you will be using to make this decision?”

Decision-making 98

Decision-making Sales Training Sales Meetings 98

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

AUGUST 20, 2024

It occurs throughout the sales cycle, from the initial prospecting stage to the final decision-making phase. Negotiating is a back-and-forth dialogue between the sales professional and the customer, where both parties aim to reach an agreement that meets their needs and interests.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

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

AUGUST 22, 2024

Understanding each style is key to understanding the decision-making behavior of a prospect. In interactions, they display confident body language and will lose focus and patience quickly if a sales professional doesn’t get straight to the point. Communication Tips: Sales professionals should avoid rushing to a sales pitch.

Emotional Intelligence 98

Emotional Intelligence Decision-making Sales Communication 98

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

APRIL 21, 2011

The correct question to ask is: How will the decision be made? This tactic actually has a negative effect on the buyer and makes the salesperson work twice as hard to prove himself and usually at a lower price (and a lower commission). The “Dumbest” Sales Questions : Media Sales Today says: April 25, 2011 at 7:06 am. [.]

Media 134

Media Leadership Suppliers Decision-making 134

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

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

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

JULY 30, 2024

Successful sales careers and revenue-generating sales teams are built on the bedrock of 11 professional selling skills. They directly impact revenue generation and overall business success, so make sure your sales training addresses them.

Interpersonal Skills 98

Interpersonal Skills Negotiation Emotional Intelligence Sales Training 98

Brooks Group

AUGUST 6, 2024

Complex Sales Cycles Many manufacturing products and solutions involve intricate technical specifications, long lead times, and multiple decision-makers within the buying organization. Build a Consultative Sales Culture Instill a consultative, customer-focused mindset throughout your sales team.

Manufacturing 103

Manufacturing Supply Chain Value Selling Sales 103

Brooks Group

APRIL 23, 2024

As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides. This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision.

Sales Training 86

Sales Training Sales Decision-making Negotiation 86

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. The Power of Positioning During the IMPACT Selling ® Training we cover the three P’s of the Investigate step: positioning, prospecting, and pre-call planning. Download the interactive pdf here.

Sales Training 97

Sales Training Decision-making Media Publishing 97

Brooks Group

JUNE 1, 2022

Having worked with thousands of sales leaders and millions of salespeople, our 45 years of experience have shown that industry experience is not critical for success. Bad hires have the ability to demotivate entire sales teams, making lost revenue hard to quantify. Don’t leave your hiring decisions up to chance.

Decision-making 98

Decision-making Sales Training Manufacturing Account Management 98

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

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

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

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 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. This enables you to craft a tailored and compelling sales pitch that resonates on a deeper level.

Sales Training 104

Sales Training Decision-making Meetings Prioritization 104

Brooks Group

JUNE 26, 2023

More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. A recent study by Accenture found that every dollar spent on training got a $4.53 What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Brooks Group

FEBRUARY 8, 2023

View this week's video The Key to Sales The key to sales is simply being in front of prospects when they’re ready to buy, not when you need to make a sale. Sales is one profession that is riddled with rejection. Some prospects, however, will instead make an excuse that they think the salesperson will believe.

Sales Training 91

Sales Training Decision-making Meetings Sales 91

Jeffrey Gitomer

MARCH 7, 2012

Online Training. Make More Sales By Avoiding These Common Blunders. Tweet Share I’m about to share common mistakes that salespeople make. You make them, too. Why would you use time-worn, awkward phrases that manipulate the customer and make everyone uncomfortable? Makes you look bad, and suspect.

Sales 90

Sales Decision-making Media Leadership 90

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

Brooks Group

JULY 11, 2023

Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution. Below are some examples of good open-ended sales questions. Who else may influence this decision?

Suppliers 96

Suppliers Decision-making Sales Sales Training 96