The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Learn More.

Journal 40

Journal Territories Groups Coaching 40

Sales Training Connection

APRIL 20, 2015

Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

JANUARY 5, 2015

When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. ©2015 Sales Momentum, LLC.

Sales Management 50

Sales Management Pivotal Coaching Account 50

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). Most importantly, no sales messages to links being posted to selling websites or marketing videos. This Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level. Prospecting.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Sales Training Connection

JUNE 3, 2015

Sales Coaching. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens. . Reinforces Sales Training.

Sales Coaching 50

Sales Coaching Coaching Scale Fashion 50

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Totally OK. In the UK, also OK.

Hiring 99

Hiring Scale Ideal Customer Profile Lead Rank 99

Your Sales Management Guru

SEPTEMBER 26, 2016

I especially enjoyed how James takes the reader from sharing information on his personal sales background (helps everyone relate to the challenges in selling) to research on High Value Selling vs Lower Value Selling and how the closing process and the sales process must change with high value offerings with levels of success up to 42%.

Closing 40

Closing Relationals Sales Cycle Quota 40

Sales Training Connection

MAY 15, 2015

According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue. Companies have researched the competitive options, eliminated a few and have become informed about the products and services of the remaining alternatives. Sales Management.

Scale 50

Scale Buying Cycle Survey Sales Coaching 50

Crunchbase

MARCH 1, 2023

Mary Shea VP Global Innovation Evangelist, Outreach Mary Shea produces thought-provoking research on the sales technology landscape, the future of buying and selling, and the importance of having diverse, equitable and inclusive B2B sales organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Sales Training Connection

JANUARY 12, 2015

McKinsey reported an interesting research study on leadership training. If you are a Senior VP or a Training Director, the study is a must read. Although it related to leadership programs across functions, we thought the finding would be particularly important for Senior VP’s of Sales and Sales Training Managers.

Sales Leadership 50

Sales Leadership Face-to-face Study Training 50

SBI

AUGUST 22, 2019

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” About Chorus.ai.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Customer Centric Selling

MAY 30, 2016

However, other factors also come into play, such as sales rep performance, company reputation, service and support, and pricing. Product Managers look for feedback about product and service effectiveness. State of Win Loss Research Highlights Increased Competition. Need some help to increase sales?

Fashion 40

Fashion Competition Analysis Vendor 40

Allego

APRIL 27, 2018

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? Top sales reps get all the glory—they sweep awards ceremonies, they snag bonuses, etc.

Video 48

Video Retail Banking Report 48

Sales Training Connection

JUNE 1, 2015

Research tells us that most people have an aversion to idleness and a bias toward taking action – especially when facing uncertainty. How many sales managers have been on sales calls with sales reps that jumped into soon and talked too much about their product before understanding the breath and depth of the customer’s problems.

Face-to-face 50

Face-to-face Report Account Sales 50

Platinum Rules for Success

DECEMBER 26, 2018

This week on Platinum Rules for Success, sales expert Jim Cathcart pulls back the curtain to reveal today’s primary sales competencies and the reason WHY for each. Building on the eight primary sales competencies tested by that ground-breaking assessment, Jim Cathcart reminds us to remain focused on the true purpose for each.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Sales Training Connection

APRIL 10, 2015

We talked and learned that he wasn’t interested in working on sales skills, sales strategy, or even sales presentations. Fortunately, the salesperson had a sales manager who was helping in those areas. What the salesperson was interested in was: How can I do a better job managing my time? Better training.

System 50

System CRM Account Training 50

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Sales Hacker

APRIL 24, 2018

While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams.

Data 53

Data Hiring Margin Demand Generation Targets 53

Crunchbase

MAY 14, 2020

Why Jordan should be on your radar: It’s probably a good idea to get used to seeing Jordan Arogeti on these sales leaders lists. From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. She’s an advocate for women in the aviation industry and beyond, and an accomplished sales leader.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Allego

FEBRUARY 7, 2023

“As the market has matured, people are coming to the realization that you can’t have 25 tools in your tech stack because it’s just overwhelming,” said Mark Magnacca, co-founder and president of Allego, during a recent webinar, New Research: The State of the Sales Tech Stack in 2023. I think CROs have gotten that message.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

Allego

MARCH 9, 2023

. – Yuchun Lee, CEO and Co-founder, Allego And back in 2015, we realized the seller needs not just learning, but also how to leverage content effectively in their communication with buyers. The training organization set up some e-learning, and you had to sit in front of a computer and just watch. We’ve got to do content.”

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

Cience

NOVEMBER 20, 2019

Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. Your research specialist or Sales Development Rep (SDR) will be looking for contact data of the event attendees based on it.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Evangelist

AUGUST 30, 2019

I started with one-on-one coaching for reps, and then those reps took their training back to their companies, and I started hearing from entrepreneurs and other business owners who needed to replicate themselves so they could scale their companies. I launched into the consulting side and helped businesses set up their sales teams.

Hiring 45

Hiring Cold Calling Face-to-face Social Media 45

Your Sales Management Guru

SEPTEMBER 28, 2015

Research shows the average number of call attempts salespeople make to inbound leads is 1.3—far Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Need more sales management resources? We qualified nearly twice as many prospects (39.6%

Follow-up 40

Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Adaptive Business Services

AUGUST 23, 2017

While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden inside this regular curation. Peer Coaching – Sales reps can review each others’ calls to swap ideas for how to sell better through the use of call sharing & call libraries.

Social Selling 48

Social Selling Social Media B2B Up-Sell 48

Sales Hacker

SEPTEMBER 29, 2020

And it became pretty clear that there was something interesting here, and we really built the company around contract management, the modern company, the modern legal team. I’m not a lawyer, I’m actually an engineer by classical training, and it’s been a fun and interesting ride to work with this community.

Scale 107

Scale Company Hiring Campaigns 107

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Turning the camera on to the customers to garner their insight is a great way to align sales and marketing. Think social cross-training.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63