February, 2018

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The Winning Formula for Building the Happiest, Most Productive Company Culture

The Brooks Group

As a Sales Training firm, The Brooks Group wins when our clients succeed. For that reason, we don’t do too much self-congratulating. We recently won an award, however, that we’re happy to share. The Brooks Group won the Happiest Company Award from TINYpulse in the Professional Consulting Services category. TINYpulse is a software that allows businesses to anonymously survey their employees—giving leaders a pulse on how happy, burnt out, or frustrated their employees are.

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The Hidden Power of CX Analytics

Clarivate

Some of the best insights come from analyzing customer data in a new way. Many companies have years’ worth of customer survey data, much of which has only been given a cursory review by the marketing team. Imagine the possibilities if your company was to take this data, hand it to a team of data scientists who would also examine your industry, call center data, NPS scores, and customer journey mapping data, and combine all their statistical models.

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7 Tips for Building Confidence in Sales

The Brooks Group

Confident people tend towards success. This is especially true in sales since customers and prospects will immediately trust a salesperson more if they are confident and knowledgeable. As the leader of a sales team, you can help your team members build their confidence and achieve sales success with these 7 tips. 7 Tips for Building Confidence in Sales. 1.

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7 Tips to Help Your Salespeople with Selling to Existing Accounts

The Brooks Group

. According to Marketing Metrics , the probability of selling to existing accounts who are happy is up to 14x higher than the probability of selling to a new customer. Selling to existing customers is much easier than finding new customers, but many salespeople don’t have the skills to do it well. As a sales manager, you can help your sales team tap into the revenue potential of their existing customer base by coaching them on these essential skills.

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Roles and Responsibilities of Specialized Clinical Supply Experts

When selecting a clinical supply provider, consideration often focuses upon the manufacturing, packaging, storage and distribution capabilities available that will, at face-value, be sufficient to meet the needs of the sponsor and their trial. However, there are human-based and knowledge-driven factors that are often overlooked that go beyond these basic physical capabilities and are integral to the development and delivery of high performing clinical supply chains.

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7 Tips to Help Your Salespeople Sell More to Existing Customers

The Brooks Group

. According to Marketing Metrics , the probability of selling to an existing happy customer is up to 14x higher than the probability of selling to a new customer. Selling to existing customers is much easier than finding new customers, but many salespeople don’t have the skills to do it well. As a sales manager, you can help your sales team tap into the revenue potential of their existing customer base by coaching them on these essential skills.

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How to Identify Buying Motives to Deliver Killer Sales Presentations

The Brooks Group

There are many different reasons behind why a prospect or customer makes a B2B purchasing decision. But all of those reasons typically fall under 4 basic Buying Motive categories. Why is it important for your salespeople to understand these categories? If your reps can quickly recognize the buying motives of their prospects and customers, they can tailor their sales presentations in a way that will move the buyer into action. .