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Jeb Brooks

Jeb Brooks
Jeb Brooks is Executive Vice President of the The Brooks Group, one of the world's Top Ten Sales Training Firms as ranked by Selling Power Magazine. He is a sought-after commentator on sales and sales management issues, having appeared in numerous publications including the Wall Street Journal. Jeb authored the second edition of the book "Perfect Phrases for the Sales Call" and writes for The Brooks Group's popular Sales Blog.

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...

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...

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.”...

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…

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...

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...

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.…

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...

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…

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...

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...

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...

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,...

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...

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...

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...

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...

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...

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...

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...

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