The Brooks Group

OCTOBER 11, 2017

Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. It can be tricky to find the sweet spot for an offering’s pricing, however. Those in the organization in charge with business strategy should set a price based on market research. But should that price be set in stone? Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)?

Training 56

Training Sales Sales Management Consulting 56

Clarivate

OCTOBER 10, 2017

Placing Customers First. Our customers have found significant value in understanding what we mean when we help them place their customers first in their companies. Because even though it might sound obvious, or even trite, to “place your customers first”, for many companies, this represents a new horizon, and for some companies, it may become one of the largest changes they can undertake.

Competition 40

Competition Sales Management 40

The Brooks Group

OCTOBER 16, 2017

Oftentimes, individuals charged with hiring a sales team will make a decision based on a gut instinct alone. Maybe they have a good feeling about a sales candidate—or maybe they’re just too busy to give the decision careful attention. Either way, hiring based on guesswork, luck, or a gut feeling isn’t the most effective way to build a high-performing sales team.

Sales 49

Sales Prospecting 49

The Brooks Group

OCTOBER 3, 2017

In today’s selling environment, it’s becoming more and more rare for one individual to be tasked with making a purchasing decision. A multi-person decision making unit (also known as the DMU) is often used to ensure the best vendor is selected, as well as to spread out the risk involved with making an important decision. Because of the shift to this purchasing committee model, salespeople must be capable of mapping out the decision making unit quickly and effectively.

Sales 49

Sales Sales Management Competition Management 49

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Clarivate

OCTOBER 2, 2017

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Marketing 40

Marketing Media Leads 40