26May/100

Recognizing and Reengaging a Disengaged Salesperson [Video]

Here's a webinar we recently put together on how to recognize a disengaged salesperson on your team. Be sure to check out Part 2, below.

Here's part two of our webinar series about disengaged salespeople.

Filed under: Sales Management No Comments
25May/104

Cold Calling 2.0 is Really About Warm Calling

I was on LinkedIn the other day, and came across a question about whether Sales 2.0 has killed Cold Calling.

I decided to share my answer with our blog readers, too.

To me, a cold call has three basic elements:

  1. You have never spoken to the individual you’re calling.
  2. They’re not expecting your call.
  3. They didn’t request for you to contact them through some form of marketing material like a website or a newsletter.

Strategic activities like permission-based marketing, speaking, networking, etc., are much better uses of time than making unsolicited phone calls. Those types of activities involve building relationships that cause prospects to call, which means there's no need for cold calls.

However, if those activities aren’t working for you, there are two things you can do.

Filed under: Professional Selling Continue reading
20May/102

How Much is Your Time Worth?

How much is an hour of your time worth?

If you sit down and think about it, it's probably more than you think.

Check out this tool that's over on the "main" part of The Brooks Group's website. It also tells you how much it costs to waste an hour a day for one year.

Also, since we're talking about time management, check out this audio called "15 concepts to maximize your time."

Use your time wisely. It's your most valuable resource.

 

 

 

 

@JebBrooks

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19May/100

What a Sales Manager Can Do To Motivate a Sales Team

It’s easy to become discouraged in sales. Constantly staring rejection in the face can be unpleasant. So that means it’s important to stay motivated. But, by now, everyone knows that you can’t motivate anyone but yourself. That's because motivation has to come from within. Motivation is an intrinsic sense that can’t be created by an extrinsic force (a sales manager). Salespeople have to motivate themselves. As a leader of salespeople, you face a quandary.

You’ve got to get results, but it’s not possible to “motivate your team.” The solution is to create an environment that fosters motivation. Here's how.

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14May/102

Elevating the Sales Profession – Our Cause

Yesterday, in an impressive value-building move, our bank sent us a 40-minute video of a recent speech by bestselling business author Jason Jennings.  He spoke about his research on top-performing companies.  It was a great presentation, but one thing he said really caught my attention…

Great Companies Turn What They Do Into a CAUSE.

A cause, he said, is more than a mission statement or vision statement. It’s big and bold. It’s inclusive. It's kind of like the BHAG ("Big Hairy Audacious Goal") that Jim Collins and Jerry Porras talked about.

Jennings told the story of Microsoft founder Bill Gates and his cause. Gates wanted to put a computer on every desk in the world.  A laughable thought in the mid-70's. But Microsoft did it because it drove everything they did. It was their cause!

At The Brooks Group, our cause is clear. For too long sales has been unfairly marginalized as a profession. And that's too bad because we've all heard the old cliche that we're all in sales. So...

Filed under: News From The Brooks Group, Professional Selling Continue reading
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