Jeb Brooks

Building an Environment of Accountability in Your Sales Team

You can hope that every member of your team feels a sense of accountability and responsibility for their work, but “Hope is Not a Strategy” and ultimately, humans will always make their own choices. Because accountability is personal and isn’t something that can be...

The Simplest Way to Get Your Team to Change Its Behavior

Changing salespeople’s behavior is hard. Especially when your desire for change competes with the desire your team may have not to change. It’s impossible to force another person to do anything. Ultimately, if someone on your team does something you want them to do, it’s...

The World’s Most Complete List Of Job Titles For Salespeople

Lots of companies seem to struggle with job titles for their salespeople. For some reason, many seem leery of our favored, simple descriptor: “sales professional.” In a few circles people go to even greater lengths to hide their real function behind an innocuous name (think...

Why Doing A Post-Win Analysis Will Change The Way Your Team Sells

The Power Of A Post-Win Analysis. I watched as a light bulb went on over a VP of Sales. “We’ve been winning a lot of deals lately and I never asked ‘Why?’” We were talking about how benefits apply to different prospects in different ways.…

Where are the Good Salespeople? 12 Questions to Ask

The other day, I was in a meeting where someone was remarking about how difficult it is to find "good salespeople." She was expressing frustration because she's hired salespeople who look good during the hiring process, but quickly fail in her environment. Of course, my...

How To Sweeten the C-Suite For Your Team

If you're interested in helping the salespeople on your team gain access to those hallowed halls of the mythical "C-Suite," there are four critical components to consider. Whether they reach out in person, by phone, online or (ideally) some combination of the three, their...

Are Optimistic Salespeople More Resilient?

One of the posts I'm most proud of is one about the difference between optimism and pessimism. In it, I presented the case for optimism. Well, it turns out Barbara Frederickson, a psychological researcher at UNC-Chapel Hill has looked even more closely at the benefits…

How to Hire a Salesperson if You’ve Never Done It Before

If you're not used to it, hiring salespeople can be a daunting task. Bad ones can sometimes do a pretty good job of slipping past a hiring managers. Salespeople -- even if they're terrible -- are uniquely positioned to "sell" themselves to interviewers. Separating the...

Predictable Success

"To be outmaneuvered? Yes. To be surprised? Never."- Napoleon Napoleon despised surprises. And so should you. I'd put it this way: Neither success nor failure should come as a surprise. I like Napoleon's statement, though. It encourages preparation, which is important no matter your role.…

Airlines: The Ultimate Example of Gamification

We all become enamored with a new concept every now and then. It's practically predictable that a buzzword will come along and grip everyone in an industry for a year-or-so. Right now, in our line of work, the "hot" concept is gamification. Our industry has...

Almost Half of All Emails Read on Mobile Devices

Returnpath, a major leader when it comes to email delivery, announced the results of its global bi-annual email research project. They discovered that two out of every five emails are read on a mobile device. With this data, it becomes even more important to use...

Three Steps to Real Life Social Prospecting

There's a lot of talk about leveraging social media for offline business relationships. In fact, there are 181,000 social media gurus on Twitter who will be happy to help you with the challenge. And it's tough to argue with the fact that social media can…

Actually: A Word to Avoid

In the past, we've written about our disdain for the word "Pitch" -- who would want anything hurled at them? Sales is about listening, not about telling. There's another word that's earned my ire. It's the word "actually." Before I tell you why, you might…

A Sales Leadership Lesson from Thomas Jefferson

In Jon Meacham's new book, "Thomas Jefferson: The Art of Power," he relates a little-told story of the Founder that sales leaders can learn much from. Jefferson needed to make Virginia's Rivanna River navigable so that he and his neighbors could more easily export crops....

Here’s to 2013

It's New Year's Eve and I can't help but think about one of the most central concepts in B2B Sales: IN SALES, YOU GO FROM HERO TO ZERO IN A MATTER OF MINUTES... In other words, you may have... Busted your goal, Earned a spot…

15 Ways to Hold Sales Meetings That People Will Want to Attend

If you're like a lot of sales managers, there's a chance that — at some point in your sales management career — you have stared at a room full of reps who stared back at you with boredom, disinterest, or resistance. That might be happening...

Public Praise, Private Criticism

Several weeks ago now, I was observing a sales meeting and was shocked by what I saw. The VP of Sales for a mid-sized manufacturer brought his team in for a meeting. In the middle of the meeting, he began very publicly, very loudly, and...

Bad Ideas

I serve on the board of a regional theater in Greensboro, NC called Triad Stage. The other day, we had a meeting and someone used a phrase that really got me thinking. Ideas are like children in the attic. The bad ones come down first.…

The Scientific or Technical Salesperson

Recently, I've been working with a lot of salespeople with scientific, engineering, or technical backgrounds. The other day, someone asked me whether these types of salespeople are different from other salespeople. The short answer is, "Yes." Here's what I mean. Generally speaking, salespeople with these…

Sales Process v. Buying Process

I enjoy very few things as much as a "Great Semantic Debate" like this one: Should we be talking about a "Sales Process" or a "Buying Process?" Both phrases mean essentially the same thing. They refer to the series of actions that are required in…

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