27Apr/102

Sales Training 2.0

Even before all of the chatter about Sales 2.0 began, The Brooks Group was working on Sales Training 2.0.  We began developing virtual sales training more than a decade ago and have been leading the charge ever since.

Our clients tell us that travel costs and time-out-of-the-field can sometimes make traditional classroom training difficult. We responded by developing industry-leading online sales training tools that deliver "drip" training in bursts to salespeople in virtual classrooms.

We’re particularly excited that our lead curriculum designer, Michelle Richardson, will be a presenter at the 2010 Partnering for Performance Conference scheduled for May 4-6, 2010 in Raleigh, NC.

Her presentation, called A Brave New World: Exploring Virtual Sales Training in the Second Life Environment, will focus on our clients' virtual training experiences.

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26Apr/102

Stop thinking B2B & B2C Sales. Focus on P2P.

No matter how you look at it, people buy from other people.

In sales, the term Business-to-Business refers to transactions between two or more corporate entities (and their employees) interacting in a complex manner to exchange value. These transactions can appear impersonal, highly-technical, and lengthy.

Generally speaking, the term Business-to-Consumer refers to quick sales between a business (or its agents) and individual consumers in simpler interactions.

There is no question that there are differences between selling to a person who approaches a purchasing decision as a consumer and one who approaches on behalf of a business, but let's take a step back.

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22Apr/100

Sales Leadership Conference

Earlier this week, I was in Las Vegas for Selling Power Magazine's Sales Leadership Conference. It was for sales leaders who wanted to create more effective sales teams that yield higher productivity, sales, and customer satisfaction.

If there was a thread running through the conference, it was that we -- as Sales Leaders -- need to listen.

  • We need to listen to our customers.
  • We need to listen to our partners.
  • We need to listen to our sales teams.
  • We need to listen to the marketing department.
  • We need to listen to others in our companies.
  • We need to listen to our customers’ customers.

Our host, Selling Power Magazine Publisher Gerhard Gschwandtner, opened by telling us that he believes:

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9Apr/103

37 B2B Sales Questions

Nothing is quite as important when you’re talking to a prospect as the questions you ask. Here are 37 customer-focused, non-manipulative, open-ended questions. I've included a mix of problem-resolution questions, agitation questions, solution questions, needs-based questions, feature-benefit questions, objection testing questions, and even a few feeling questions. They're all designed to help you gain a sense of what your prospect is looking to accomplish.  Of course, some of them require building more trust and rapport than others. And some might not be relevant to your environment. But, using a few of these will definitely help you understand exactly how to present your offering…

Here they are, in no particular order:

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  • Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!

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