The Brooks Group

JANUARY 19, 2020

Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively. Writing emails using DISC will give your sales reps: Better response rates. What is DISC? Talks about doing things the “right” way.

How To 95

How To Lead Rank Analytics Call-back 95

Increase Sales

JULY 15, 2017

How many times have we read or heard about leadership being situational? Leadership is first about leading yourself or self-leadership. Peter Drucker said “Leadership is all about results.” CLICK HERE to Schedule a call with Leanne to learn more about DISC and how it impacts your sales leadership and sales results.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Facebook 103

Sales Evangelist

JANUARY 16, 2020

What Is The DISC Assessment Profile And How Can It Help My Sales Team? The DISC Assessment profile is an important training opportunity for any sales team. So what is the DISC Assessment and how can it help your sales team? So what is the DISC Assessment and how can it help your sales team?

Ideal Customer Profile 52

Ideal Customer Profile Hiring Face-to-face Follow-up 52

Adaptive Business Services

JANUARY 25, 2023

What else do I have to go on? Just remember that what you discover now will most likely be their same behaviors that your candidate will display after you have brought them onboard. You might also consider using an assessment tool like a DISC report. After all, is not the potential candidate trying to sell you something?

Hiring 71

Hiring ACT Report Selling Skills 71

Increase Sales

AUGUST 27, 2017

In working with organizations as well as with top performing sales performers, I hear about how one assessment was used to determine the salesperson’s potential. For example, the DISC Index is a great tool to understand how the individual communicates and reflects his or her behaviors. Share on Facebook.

Lead Rank 86

Lead Rank Lead Scoring Motivation Facebook 86

Pipeliner

OCTOBER 5, 2019

We know all about team selling, don’t we? But what about the other side of large account pursuits – the other collaborative strategy? Think about it. So, it’s natural to make assumptions about accounting’s perspective. So, it’s natural to make assumptions about accounting’s perspective. Team buying.

Enterprise 68

Enterprise Enterprise Ideal Customer Profile Networking 68

Increase Sales

MAY 16, 2014

Read any book on selling or listen to a noted sales expert and you may hear directly the answer to this question: What is the first rule in sales? What I realized was if we are not true to ourselves, if we do not truly know ourselves, that lack of knowledge will impede the sales process. Share on Facebook.

Discount 139

Discount Negotiation Analytics Facebook 139

Increase Sales

DECEMBER 28, 2016

Then they go on and on and on about how they help. Tools such as DISC can provide additional insight as how to better communicate. To increase sales in the next year or quarter may require for us to look at our own sales behaviors and what actions we may wish to take to secure those desired sales results. Share on Facebook.

Facebook 109

Facebook B2B Competition Conversion 109

Increase Sales

SEPTEMBER 23, 2013

Marston’s book, Emotions of Normal People, provided the means for a later industrial psychologist, Walter Clarke, to construct the DISC assessment based upon his theory of DISC. Today there are a plethora of DISC assessments that help to clarify the behavior of people through communication and even just plain observation.

How To 147

How To Construction Coaching Analysis 147

No More Cold Calling

OCTOBER 3, 2013

It’s never about closing. a pulled muscle or degenerating disc), your back will continue to hurt. Don’t even think about training your sales team how to close. How did the so-called leads come about in the first place? What was the marketing plan to follow up ? Selling is never about closing.

Closing 267

Closing Sales Qualified Lead Scale Referrals 267

Platinum Rules for Success

FEBRUARY 21, 2018

When we pick up the phone to have a conversation, oftentimes, we have no idea what to expect on the other end. Anyone well versed in the DISC model of behavioral profiling can quickly identify another person’s style – even over the phone – and adapt their communication accordingly. What’s up?”

Face-to-face 104

Face-to-face Call-back Ideal Customer Profile Conversion 104

Increase Sales

AUGUST 30, 2016

Many people in sales have either heard or have taken the DISC Index profile. I do not make presumptions about anything I read or hear during a sales conversation. Learning the characteristics of the behaviors associated with the DISC Index profile can dramatically improve sales communication.

Decision Maker 86

Decision Maker Analytics Facebook Conversion 86

Increase Sales

JUNE 18, 2014

What was interesting about this specific report was the complexity of how people make decisions especially when it concerns intuition or “gut thinking.” ” (Note: For more about the impact of gut brain thinking, the book Get Out Of Your Own Way provides some great insight into this aspect of human behavior.).

Decision Maker 150

Decision Maker Survey Influencer Sales Center 150

criteria for success

APRIL 13, 2022

It's tempting to guide your team to follow your example, and you might wonder why what worked for you isn't working for them. Behavioral assessments, such as DISC and Meyers-Briggs, will give you insight into your salespeople's strengths and weaknesses. When they have a problem, ask them what ideas they are considering.

Ideal Customer Profile 98

Ideal Customer Profile eBook Motivation Forecasting 98

The Brooks Group

JANUARY 19, 2020

Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively. Writing sales emails using DISC will give your sales reps: Better response rates. What is DISC? Talks about doing things the “right” way.

Lead Rank 52

Lead Rank How To Analytics Call-back 52

Increase Sales

NOVEMBER 15, 2012

Sales is just as much about the unspoken words or languages as it it spoken. Active listening and observation may gather as much intelligence about your potential new customer or sales lead as does asking all those open ended questions. DISC Behaviors as identified from the works of Marston and others. Credit www.sxc.hu.

Small Business 144

Small Business Small Business Sales Coaching Coaching 144

Increase Sales

DECEMBER 11, 2013

What this means is the statistical reliability runs around.85 Even though this tool is subjective in nature, it does provide some insight as to what motivates the individual. Finishing up the hiring process, I would provide the DISC Index to assess the person’s communication style. Additionally the reliability is.92

Hiring 143

Hiring Small Business Small Business Construction 143

Zoominfo

MARCH 8, 2021

This roadmap is read in the data a company is able to gather, purchase, and access about its prospects and customers. What is Data Backup & Recovery? What Causes Data Loss? Whether losing data is intentional, accidental, or products of ignorance, it’s important to know what you’re up against and how to prevent loss.

Data 182

Data Insurance Insurance How To 182

Increase Sales

APRIL 8, 2017

Have you ever read a article about selling that discussed the first rule of sales? of salespeople do not know what they do well. So if you don’t know yourself, what you do well, how can you improve? Communicate (DISC Index based on the works of Dr. William Marston). I know I have. Ask open ended questions.

Sage 121

Sage Facebook Motivation Prospecting 121

The Brooks Group

SEPTEMBER 5, 2018

Using the DISC model can help your salespeople write emails that are tailored to each buyer’s personality type, making them more likely to read them and respond positively. Writing sales emails using DISC will give your sales reps: Better response rates. What is DISC? Talks about doing things the “right” way.

Guidelines 63

Guidelines Lead Rank How To Analytics 63

Increase Sales

JANUARY 27, 2014

Business when you render it all down is all about marketing and sales expectations held by the customers. Think about the simple act of home paper delivery? What happens when the paper is not delivered at the expected normal time as promised by marketing and reaffirmed by sales? The client actually apologized for rushing me.

Hiring 154

Hiring Marketing Small Business Small Business 154

The Pipeline

SEPTEMBER 21, 2012

We’re talking about client profiling, not racial profiling. What you do need is the discipline to invest the time to develop a simple profiling process, and the discipline to actually put it into practice. There are those who try to do it based on personality traits, DISC would be an example. I digress.

Ideal Customer Profile 242

Ideal Customer Profile Objections Call-back Buyer 242

Increase Sales

SEPTEMBER 7, 2012

Small Business Sales Training Coaching Tip: Your small business may have the very best solution (product or service) but if no one knows about your small business, you will still stay pocket poor. This confusion about marketing and selling may be also found in other small business sales training learning objectives.

Small Business 147

Small Business Small Business Training Decision Maker 147

Increase Sales

MAY 29, 2013

One is selling is about sales simplicity such as people buy from people or from you. My sense is the answer is what works with you and your ideal customer profile. If you are seeking to increase sales, there appears to be two camps of selling philosophy or thought.

Ideal Customer Profile 160

Ideal Customer Profile Infusion Sales Leadership Small Business 160

The Brooks Group

JUNE 10, 2019

For most sales reps, the selling style they use is based on their own behavioral style, and what they’re most familiar and comfortable with. What Are the Common Personality Types of Sellers and Buyers? Every salesperson will have a unique selling style and way they interact with prospects and customers.

Buyer 82

Buyer Ideal Customer Profile Guidelines Case Study 82

Increase Sales

OCTOBER 4, 2012

After having to undo some of the bad executive coaching and organizational development consulting from misreading or being misinformed of the results from performance appraisal tools such as DISC, 360, Myer’s Briggs, Values, etc., A test is all about right or wrong answers. P.S. On Nov. Share on Facebook.

Tools 129

Tools Small Business Small Business Webinar Metrics 129

Julie Hanson

NOVEMBER 29, 2017

Perhaps one of your customers lit up when you were talking about the big picture while another only showed interest when you got to the numbers. Once you learn how to identify specific personality traits and understand what adjustments you need to make in the way you present, you will have a distinct advantage over your competition.

Buyer 48

Buyer Strategy Analytics Call-back 48

Pipeliner

MAY 21, 2020

I’m talking about the active clients you know well, those with whom you typically communicate on a very regular basis. Think about these real people whose behavioral profiles you should be keenly aware of through all your interactions with them. What results will likely be very well-received? While we hunker down.

Ideal Customer Profile 98

Ideal Customer Profile Course Forecasting Intent 98

Sales Hacker

JANUARY 23, 2020

What names come to mind when you think about business? How about for a “family brand man”? What about church? What do all these people have in common? Because of this, you believe his message is about you and not him. What about TV’s most iconic dad, Danny Tanner?

Analysis 70

Analysis Territories Exercises Up-Sell 70

The Spiff Blog

MAY 5, 2022

Here are just some of the people who work with us to make Spiff what it is today. He can often be found wandering the local disc golf course, slinging plastic and searching for lost discs. What excites you most about your role at Spiff? What excites you most about your role at Spiff?

Meeting 81

Meeting Travel Engineering Hiring 81

Increase Sales

OCTOBER 28, 2014

If this sales leadership internal temperament revealed itself during an initial screening process, it would prudent to also given this individual the Values Index (what motivates the individual), the DISC Index (identify some key behaviors) and an emotional intelligence assessment. Learn more about this talent assessment.

Sales Leadership 152

Sales Leadership Hiring Small Business Small Business 152

Increase Sales

FEBRUARY 20, 2017

” If we apply his definition to what makes a great sales attitude, the response will be various habits of thought. However what is not different are the results. Just think about the possibilities specific to your sales results if you could learn your 78 key talents and improve how you make decisions?

Facebook 88

Facebook Motivation Pipeline Sales 88

Adaptive Business Services

DECEMBER 8, 2021

How about just making a quick video of you on your phone and emailing or texting that? DISC is the study of observable behaviors. It also provides clues to how people wish to communicate and what they wish to talk about. Avoid jargon – This includes technical terms and acronyms that nobody understands.

Twitter 71

Twitter Video Proposal Meeting 71

Sales Hacker

JUNE 8, 2020

Do you want to know what it was? This stage of the process is about preparation. Customizing your sales presentation only takes about 15 minutes, but it’s those few crucial minutes of intel gathering that will set you up for success the minute you sit down with your prospect. Think about who you’re meeting with.

Hiring 68

Hiring Ideal Customer Profile Groups Decision Maker 68

No More Cold Calling

SEPTEMBER 27, 2011

I’m direct about my referral-sales process and No More Cold Calling philosophy, so I was direct with Charles, and told him: It’s never about closing. What questions were they asking the sales prospect? What was the marketing plan to follow up? It’s never about closing. Were these leads qualified?

Closing 200

Closing Sales Qualified Lead Scale Cold Calling 200

No More Cold Calling

JANUARY 12, 2017

But we all studied to take tests about facts and figures. Most of us don’t remember much of what we studied in school. Real learning comes from life experience, and most of what we really need to know about our actual jobs, we learn on the job. What do you think? The formal knowledge base is what you’re told.

Sales Management 120

Sales Management Knowledge Base Study Cold Calling 120

Hubspot Sales

DECEMBER 21, 2021

What were they like? What made them so great? What Is My Leadership Philosophy? There are many schools of thought and philosophies about leadership. What works for your colleague across town may not work for you. What are leadership qualities? It is what initially attracts followers and inspires them.

Hiring 125

Hiring Follow-up Influencer Lead Rank 125