The Brooks Group

APRIL 26, 2010

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.

Sales 40

Sales Prospecting Sales process Consulting 40

The Brooks Group

APRIL 22, 2010

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.

Sales 40

Sales Marketing Leads Management 40

The Brooks Group

APRIL 9, 2010

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 sales 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.

B2B Sales 40

B2B Sales Sales Prospecting Sales process 40