The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Essential Pre-Sales Call Research Techniques
Pre-sales call research is crucial. Gathering information about potential customers, their company, and their needs helps sales professionals tailor messaging and anticipate customer objections.3 Best Practices for Pre-Sales Call Research: Gather as much relevant...
Transform Your Technical Sales Professionals into Strategic Advisors
Complex solutions require sales professionals to have in-depth technical expertise. Sales engineers and other technical sellers are knowledgeable about the features, specs, and implementation requirements of a product or solution. But they’re not always the best at...
The Brooks Group Summit: Creating Value Through Partnership
Last week marked a milestone for The Brooks Group as we brought together our entire organization for a cross-team Facilitator and Instructional Designer Summit at our headquarters in Greensboro, NC. This groundbreaking three-day event fostered collaboration and...
How to Align Sales, Marketing, and Customer Teams to Drive Revenue
A flawless customer experience is a make-or-break proposition today. Aligning your sales, marketing, and customer teams is now essential for long-term sales success. When these teams work closely, they can provide a seamless, consistent, and highly satisfactory...
8 Sales Leadership Strategies That Drive Revenue Growth
Sales isn’t just about closing deals—it’s about mindset, strategy, and leadership. High-performing sales leaders guide and motivate their teams every single day. It’s a demanding role that requires big-picture strategic thinking, emotional intelligence, and the...
How to Hire Sales Talent: 6 Selling Styles
Many successful sales organizations recognize that different situations require different selling styles. Salespeople are typically referred to as “hunters” and “farmers,” but selling isn’t that clear cut. You’ve got to hire the right sales talent to achieve your...
How to Develop a Sales Accountability Plan
“Sales accountability” refers to the responsibility and ownership that sales professionals, sales leaders, and sales organizations take for their performance, results, and actions. While many sales leaders talk about accountability, they don’t always know how to...
7 Essential Customer Conflict Resolution Techniques
Customer conflicts are not uncommon in sales. Sellers are trying to meet quotas while customers are trying to minimize risk and maximize value. These competing pressures can lead to tension, misunderstandings, and disputes. The complexity of modern B2B sales amplifies...