MDI Training

AUGUST 23, 2024

The ARS Seminar: Lateral Leadership and AI Role-Playing Immerse yourself in the world of lateral leadership with us and experience realistic role-playing with state-of-the-art AI technology! Anyone who would like to experience this in reality will have the opportunity to do so in the ARS seminar “Lateral Leadership” from 22.10.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Digitalization 52

Brooks Group

MARCH 25, 2025

Identify Your Ideal Customer Make sure your sales professionals know exactly what your ideal customer looks like. Eliminate Unqualified Prospects Quickly Make sure your sales professionals have the right sales prospecting skills and tools to identify good leads. Spending time with unqualified leads is like throwing money in the trash.

Sales 55

Sales Decision-making Sales Training Profitability 55

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. Make the sales candidate interview a priority. Before you even source your first candidate, make sure your onboarding and orientation programs are in place.

Sales 52

Sales Onboarding Decision-making Sales Training 52

Brooks Group

OCTOBER 14, 2024

Teach negotiation skills to navigate complex decision-making processes in B2B contexts. The post The Difference Between Customer Satisfaction vs. Customer Loyalty appeared first on Sales Training Company - Award Winning Sales Training Classes & Seminars. Objection Handling Teach methods to address concerns constructively.

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. This single issue alone will make your sales efforts successful even where others fail. Make notes of important points. Discover what prospects want most by asking consultative questions and listening actively.

Communication 60

Communication Sales Training Meetings Decision-making 60

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 52

Onboarding Sales Sales Training Decision-making 52

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

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

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

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

AUGUST 22, 2024

Understanding each style is key to understanding the decision-making behavior of a prospect. Decision-Making Style: These types tend to think in terms of the bottom line and often have a spontaneous or impulsive decision-making style. They tend to be extroverted and come off as amiable in conversation.

Emotional Intelligence 98

Emotional Intelligence Decision-making Sales Communication 98

Hubspot Sales

AUGUST 9, 2022

You make those role play sessions more involved and realistic — or have them dive in and conduct real calls, videos, meetings, or emails.". Make eye contact. According to him, "We want to make eye contact in our Zoom meetings even if we're hundreds of miles away. Finally you end by having reps 'do.' Commit to repetition.

Sales Training 116

Sales Training Sales Decision-making Facilitation 116

Brooks Group

JULY 27, 2023

Part of this refinement includes making sure sales professionals optimize the time spent on finding the type of client that will be the best fit for your sales team and organization; talking to anyone other than those highly qualified leads is time wasted. Could you describe the process you will be using to make this decision?”

Decision-making 98

Decision-making Sales Training Sales Meetings 98

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). Why ask a question that breeds misleading information? Share this Post. Trackbacks.

Media 134

Media Leadership Suppliers Decision-making 134

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. Communicate these goals clearly and make sure your team understands what’s expected of them. Will you be able to lead effectively?

Sales Management 105

Sales Management Management Sales Training Sales 105

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

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

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

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. That makes virtual training an attractive option for global companies, especially since it is typically much less expensive than live in-person training.

Sales Training 93

Sales Training Facilitation Sales Decision-making 93

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

Hubspot Sales

MAY 31, 2018

Don’t make tough decisions until you need to. When making decisions about people, listen to your gut. If you know a plan or decision is wrong, don’t implement it. If you’re going to reprimand, make sure it is warranted and do so in a respectful manner. Don’t make tough decisions until you need to.

Leadership 78

Leadership Decision-making Organization Management 78

Hubspot Sales

JULY 10, 2020

Read on to learn how you can make the best of any and every canceled event. Seminars and casual evening activities are often as beneficial as keynote speeches. That’s what will make them more likely to convert into clients once the conference is over. Where are they at in the decision-making process? Image Source.

B2B 124

B2B Sales Media Meetings 124

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

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

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. This helps you make informed decisions, allocate resources effectively, and ensure your training efforts are contributing to the overall success and profitability of the business.

Sales Training 98

Sales Training Decision-making Sales Profitability 98

Jeffrey Gitomer

MARCH 7, 2012

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. Online Training.

Sales 90

Sales Decision-making Leadership Media 90

Brooks Group

SEPTEMBER 22, 2023

Buyers have been tasked with making an important decision, and they want to be sure they get it right—and choose the product or solution that makes them look good. It’s your sales team’s job to bring value to a decision maker and help them make the decisions that are best for them and their company.

Decision-making 95

Decision-making Sales Suppliers Sales Training 95

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

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. The types of questions have been divided to make it easy to find the right questions for the specific situation.

Suppliers 96

Suppliers Decision-making Sales Sales Training 96

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

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

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

Hubspot Sales

JANUARY 5, 2021

In fact, this reaction can make a slump worse — once you’ve lost confidence, basic selling activities become enormously difficult. If the decision-maker used your competitor at his old company and loved them, you’ll probably lose the deal no matter how effectively you sell. Every salesperson hits a slump at some point.

Value Proposition 142

Value Proposition Meetings Decision-making Sales 142

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

Hubspot Sales

OCTOBER 23, 2018

Reps won’t break a sweat asking for thousands of dollars from a future customer but second guess themselves when asking for a few hundred dollars from their boss for new software or a professional development seminar. Should you meet all the criteria, when will they make a final decision? Make it personal and tell a story.

Sales 107

Sales Decision-making Sales Leadership Software 107

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. Before they ever pick up a phone or send an email, they make it a priority to understand their buyer’s world. In the decision stage, buyers have decided on a solution category. Who needs to be involved in the decision?

Sales 140

Sales Decision-making Healthcare Value Proposition 140

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