December, 2017

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The 10 Blog Posts Sales Leaders Found Most Helpful in 2017

The Brooks Group

The end of the year can be extremely busy for salespeople who are trying to close up last minute deals to meet their Q4 target. With many clients and prospects out of the office, however, there are opportunities for your entire sales team to assess what’s going well and where there’s room for improvement. Make the most of any downtime your team has this month to focus on improving sales effectiveness to hit the ground running in the New Year.

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Driving positive change for patients through collaboration and education

pharmaphorum

Change Together – www.changetogether.com – will be presenting a live webinar with leading figures from the patient advocacy community, who will debate how we can drive positive change for patients through collaboration and education. This will be helpful for all advocates, as we hear and learn from our expert panel how their organizations are bringing about change.

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Is Managing Your Customer Experience an Important Business Strategy?

Clarivate

Many companies will answer yes to this above question. However, many of those same companies will have little to no objective measurements in place to actually measure their delivered customer experience. While it is true that many companies have some sort of customer surveys, those may likely be measuring only a small portion of the customer experience.

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The 9 Sales Reference Check Questions You Need to be Asking

The Brooks Group

When hiring for a sales position, the candidate’s reference check is often treated as a formality. That’s a mistake. While it can be tough to get a professional reference to be honest about a candidate’s strengths and weaknesses, asking the right open-ended questions can yield valuable information to help you make the best sales hiring decision. Start by asking applicants to provide at least two Manager references and two Peer references from a previous employer.

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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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2017 in Review – Birthdays, Gong Ringing, and the Future of Sales Training

The Brooks Group

2017 was a big year for The Brooks Group. We thought we’d use this final blog post of the year to recap some of the more exciting and memorable moments. 1. The Brooks Group celebrated 40 successful years in business! Watch our founder, Bill Brooks, give a powerful presentation on what makes great salespeople great. . In 1977, our founder Bill Brooks started The Brooks Group with a mission to help salespeople improve their own lives and the lives of their customers.

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Coaching Salespeople Who Don’t Want to Be Coached

The Brooks Group

Coaching salespeople is one of the most important activities for sales managers. It can also be incredibly rewarding—when done effectively—because it has a direct impact on your team’s sales performance. . But what about that one salesperson who resists your efforts to help them, and refuses to be coached? When you’re faced with a resistant salesperson, don’t get frustrated.