The Brooks Group

MAY 1, 2015

In a competitive sales landscape, getting a prospect on the line can feel like a win, but it's only half the battle. The initial conversation with a potential customer is usually the most crucial. Use this opportunity to really feel out your prospect, and make sure that you're asking the most important questions. So, what are the most important questions to ask?

Prospecting 40

Prospecting Sales Sales process Competition 40

The Brooks Group

APRIL 29, 2015

Are You Allowing Your Sales Reps to Control You? Having a grip on your sales team is a delicate balance between authority and responsibility. While it is important for Sales Managers to exhibit a certain level of control, it is also good practice to give your team a healthy amount of leeway. When executives haven’t effectively established expectations or implemented ongoing coaching, their team may begin to take advantage.

Management 40

Management Sales Sales Management Sales process 40

The Brooks Group

APRIL 27, 2015

Hiring new sales reps can be a long and difficult process. First, you have to sort through piles of resumes. From there, you need to conduct endless interviews. And every step of the way, you need to wade through a barrage of unqualified, uninterested, or otherwise unsuitable candidates before finding the few that might work. If you're searching for a way to reduce time screening sales candidates, look no further.

Sales 40

Sales Safety Consulting Management 40

The Brooks Group

MAY 1, 2015

Planning a Sales Call Should Be Your First Step. Some of life’s greatest experiences are born from acting on off-the-cuff, impulsive decisions. But if you’re a smart salesperson, you’ll know to save these impromptu endeavors for weekends and vacations. That’s because in any professional venture, planning is important; in sales, it’s often the difference between success and failure.

Sales 40

Sales Sales process Prospecting Competition 40

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