Finding Success With CRM: The Insider’s Secrets

Posted on Thursday, February 19th, 2015 at 12:03 pm by and is filed under Professional Selling, Sales Management, Sales Technology.

A good customer relationship management platform, such as Salesforce, can work wonders for your company. It can help you streamline your workload, lead to higher customer satisfaction, and ultimately increase sales. But how? How can you use the platform to benefit your company, your employees, and your customers? What's the secret to finding success with CRM? Here are a few tips: Begin with CRM. You know that your sales organization is having issues, and you know that you need to implement changes. A ... Read More

1 Comment

The Dead Deal Autopsy: 19 Questions To Ask When Conducting A Lost Deal Analysis

Posted on Thursday, February 19th, 2015 at 12:02 pm by and is filed under Asking the right questions, IMPACT Selling, News From The Brooks Group, Professional Selling, Sales Leadership, Sales Management.

The Anatomy Of A Lost Deal Analysis Your salesperson gets word from a prospect that they bought from your competitor. It happens. You can just get P.O.’d or you can reach out to the buyer to determine what went wrong to perform a lost deal analysis with your salesperson. Maybe you do both. I’m going to recommend you don’t do both at the same time, though… At any rate, in my experience, most salespeople hesitate to reach out to prospects to do a ... Read More

2 Comments

Motivating Your Salespeople. It’s Not All About The Money.

Posted on Thursday, February 19th, 2015 at 12:01 pm by and is filed under Hiring / Retention, IMPACT Selling, News From The Brooks Group, Professional Selling, Sales Leadership, Sales Management, Sales Motivation.

While money is often the main motivator for sales professionals, there are other elements involved in motivating your salespeople as well. Not every sales manager understands these motivations, but if used properly they can take a salesperson's performance to the next level. 5 Strategies For Motivating Your Salespeople OTHER Than Money Five other motivating factors for sales professionals are: 1. Recognition Everyone loves being recognized for doing a great job, especially salespeople. This is why sales rep of the month and quarter awards ... Read More

4 Comments

How to Build a Sales Coaching Culture

Posted on Thursday, February 19th, 2015 at 12:01 pm by and is filed under IMPACT Selling, News From The Brooks Group, Professional Selling, Sales Leadership, Sales Management.

A Strong Sales Coaching Culture Starts at the Top The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training Allowing the sales managers the time and latitude to get into the field and Communicating that sales coaching is all about growth and improvement performance, not eliminating people. Fail to get senior management on board relative to these three concepts and your entire sales organization ... Read More

Leave a comment

The Gamification of Sales Training: 5 Things To Consider

Posted on Friday, January 30th, 2015 at 3:31 pm by and is filed under Sales Leadership, Sales Management, Sales Motivation, Uncategorized.

The Gamification of Sales Training: 5 Things To Consider Companies have traditionally incorporated some level of gamification into their sales training programs. Role playing, for instance, is a commonly used form of gamification. However, today’s participants expect more from the training experience. They’re looking for a dose of interactive, technology-infused “edutainment.” Based on our conversations with many learning & development professionals, there’s an industry-wide need to set best-practices for implementing gamification into sales training. 5 Critical Considerations Before The Games Begin There are ... Read More

Leave a comment

Balancing Sales Skills With Sales Culture

Posted on Friday, January 30th, 2015 at 3:27 pm by and is filed under Professional Selling, Sales Leadership, Sales Management, Sales Motivation.

Ideally, any company that's selling a product will have a uniform sales process they train each of their sales reps to use. This uniform process serves two purposes: • The first is to provide a guideline to help develop their sales skills • The second is to make sure that every salesperson represents the company in the proper way, providing a consistent brand image to all their prospects and potential customers Developing these sales skills is essential to the success of your company. ... Read More

Leave a comment

The 10 Cardinal Rules for Selecting A Sales Training Program

Posted on Friday, January 30th, 2015 at 3:21 pm by and is filed under IMPACT Selling, Professional Selling, Sales Leadership, Sales Management.

When your organization is in the process of selecting a sales training program to invest in, there are 10 cardinal rules you should follow to ensure that your organization is selecting the correct supplier, process, design and system for its implementation and coordination. Here are the rules: 1. When selecting a sales training program, determine the overall scope, involvement and goals for the process. You and your entire organization must be committed to the direction and outcome that you are seeking. For example, ... Read More

Leave a comment

I Can Get the Same Thing at a Better Price Down the Street!

Posted on Friday, January 30th, 2015 at 3:14 pm by and is filed under IMPACT Selling, Overcoming Objections, Professional Selling, Sales Management, Sales Presentations.

How do you successfully differentiate what you sell from all of your competitors? We've worked with lots of organizations whose products or services could easily have been perceived as a commodity – banks (selling money), beef producers (selling meat), ink suppliers (selling printing ink), paper manufacturers (selling paper). The list is virtually endless since we have worked with over 3,000 organizations from over 300 industries worldwide! Let’s take a look at five signs that should (or could) be a sure tip-off that you ... Read More

Leave a comment

7 Tips for Building Confidence in Sales

Posted on Thursday, December 18th, 2014 at 9:04 am by and is filed under Pre-Call Planning, Professional Selling, Prospecting, Sales Leadership.

One of the best definitions of confidence that's out there is "knowing what you know." This isn't Psychology double-talk; the definition refers to the awareness that you have to ability to successfully complete a given task. Confident people can point to a track record of success. They think like winners because they know they are, and much like any other field, top salespeople have figured out the best ways of building confidence in sales. Scientific studies have identified more than 30 traits salespeople ... Read More

2 Comments

The Straight Line Selling System & The Wolf Of Wall Street… This Stuff Still Exists?

Posted on Monday, November 10th, 2014 at 9:52 am by and is filed under Uncategorized.

Click Here to See The Straight Line Selling System: The Good, The Bad and The (REALLY) Ugly     Check out this Popular Whitepaper Now! The 21 Biggest Myths in Sales… And How To Destroy Them!  

Leave a comment

The World’s Most Complete List Of Job Titles For Salespeople

Posted on Thursday, October 9th, 2014 at 11:12 am by and is filed under Professional Selling.

Click Here to See The World's Most Complete List Of Job Titles For Salespeople

39 Comments

Successful Selling: 6 Ways to Improve Your Sales Listening Skills

Posted on Tuesday, September 30th, 2014 at 9:54 am by and is filed under Uncategorized.

Selling is both a talking and listening art and science. You have to be able to listen to verbal communication as well as detect non-verbal clues. During your sales presentation, there must truly be an absolute balance in communication. The interesting thing is that the most common error in sales falls on the side of talking too much instead of listening too much. 6 Tips for Improving Your Sales Listening Skills Rule #1: Always present benefits coupled with feedback questions. Never present more ... Read More

1 Comment

Sales Managers: How to Manage the Boss’s Son

Posted on Tuesday, September 23rd, 2014 at 10:51 am by and is filed under Uncategorized.

Nepotism is a fact of life in the business world. In some cases, it can be a good thing, as company founders will often pass down their skills and knowledge to the next generation of their family. Sometimes, however, nepotism can be a plague to a business. This is especially true when nepotism manifests itself in the form of underperforming salespeople who only keep their position because they are personally close to the founders of the company. These salespeople are often known as ... Read More

Leave a comment

The 12 Universal Sales Truths

Posted on Tuesday, September 16th, 2014 at 8:36 am by and is filed under Uncategorized.

Is there any one single best way to sell a product or service? There are definitely best practices, and there are also a number of effective approaches. Whatever sales methodology you use (you should be using IMPACT - learn why), the following universal sales truths are sure to cement the sales process together. The 12 Universal Sales Truths Here are the 12 Most Universal Sales Truths that we have seen work in any sales environment, selling any product or service, anywhere to anybody. ... Read More

Leave a comment

7 Characteristics of the Most Successful Salespeople

Posted on Thursday, September 11th, 2014 at 9:43 am by and is filed under Uncategorized.

There are many interpretations of what sales success "looks" like. But what are the specific characteristics of the most successful salespeople? There are many. Do the characteristics of the most successful salespeople include: Having an above-average closing ratio? Consistently meeting or exceeding quota? Make more contacts than are required? Spending more time out in the field than most? Prospecting more often and more persistently than other salespeople? Absolutely. These are clearly the activities that the most successful salespeople do. That being said, there are ... Read More

1 Comment