The Brooks Group

FEBRUARY 28, 2020

In fact, our founder, Bill Brooks, wrote in his 2004 book, “Sales Techniques,” that sales professionals who focus on the motivators for the decision, rather than the raw needs, achieve a sale that is 11 percent higher than those who don’t. In our IMPACT Selling training program, this is the “ Probe ,” or “P” step. DOWNLOAD NOW.

Hiring 52

Hiring Loyalty Groups Benefit 52

Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Getting in-the-door with a cold calling.

Outsourcing Services 30

Outsourcing Services Cold Calling Call-back Networking 30

Sales Evangelist

MAY 21, 2020

In 2003-2004, social media started gaining popularity, especially platforms like Twitter and Facebook. You can ask the prospect, “ I understand that you’re the person responsible for making the decisions for training for your salespeople, is that correct?” In the 1980s, they had the telephone and snail-mail. ends up being a delay.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

Sales Hacker

APRIL 16, 2018

Why training is crucial to successful enablement. 4) The data behind a sales career [5:00]. Jess Hunt: 2004. I eventually ran marketing and product and learned a hell of a lot about business and eventually even built the data science team at Gerson Lehrman group. The Data behind a Sales Career. And on Stitcher.

Revenue 67

Revenue Scale Top of Funnel Territories 67

The ROI Guy

DECEMBER 15, 2005

The most common way for organizations to analyze and report on valuable business data is through spreadsheets. These spreadsheets remain difficult and costly to maintain, introduce data and analytical errors, and lock key information within the hands of too few employees. billion in worldwide software revenues.

ROI 40

ROI SCM Distribution Analytics 40

The ROI Guy

DECEMBER 15, 2005

ILM is a growing set of recommended practices and technologies that allow companies to manage data more efficiently and effectively. According to data from Strategic Research Corp. According to data from Strategic Research Corp. All data is not created equal, and taking advantage of this fact helps save costs.

ROI 40

ROI Retention Software Software 40

No More Cold Calling

JULY 27, 2017

My accountant-trained parents asked how my company was going to pay back the million dollars I raised from investors. Amazon and Netflix get it right with recommendation engines that target people based on behavioral data over outmoded generational stereotypes, so why shouldn’t we? Amy was 27.

Account 212

Account Fashion Demographics Journal 212

Sales Hacker

AUGUST 1, 2018

You may not see a use for it at the outset but recording sales calls can actually be invaluable for training. With data centers located across the globe, 8×8 promises high availability and business continuity. RingCentral has an A+ BBB rating with accreditation going back to 2004, plus 29 positive reviews. Reliability.

Scale 49

Scale System SalesForce NetSuite 49

SaaStr - Sales Strategy

SEPTEMBER 13, 2018

Joanne Chen : I think one of the things that we offer as advice to our founders is, to make sure to get time series data when you’re referencing a potential VP. He’s going into a new market, just establishing the team and trained them, get the first clients and then he goes for another country. It helps a lot.

Hiring 47

Hiring Video Scale Face-to-face 47