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.
What a Monarchy Can Teach a Sales Team
A few weeks ago, I was in the U.K. on business and was able to steal away for an afternoon to tour Parliament. It's...
Don’t Tell Me “It’s a Great Question”
You're going through a sales presentation when someone poses a question. What do you do? If you're like a lot of sales professionals, you'll...
Internal Advocates During a Proposal
The other day, we conducted a webinar about best practices for submitting B2B Proposals. It's part of a series of webinars celebrating this, our...
Never Present Price to an Unsold Buyer
The other day, we conducted a webinar about best practices for submitting B2B Proposals. It's part of a series of webinars celebrating this, our...
How to Handle RFPs and RFIs
Yesterday, we conducted a webinar about best practices for submitting B2B Proposals. It's part of a series of webinars celebrating this, our 35th year...
How to Get a Response to B2B Proposals
In honor of our 35 years in the sales training business, we hosted a webinar on best practices for getting responses to B2B Proposals....
What Platypuses can Teach Sales Leaders
Sales leaders: You should create a team of duckbill platypuses. Now, I know that sounds like a stretch, but bear with me here... The Duckbill…
Trust is Earned in Less Than One Second
Yesterday, I stumbled on a Princeton Study about First Impressions. Turns out we're much faster at judging than I'd ever imagined. Psychologists Janine Willis...
Success Formula for Selling on the Telephone
Recently, I was working with a group of inside salespeople. Beyond the normal sales process, there's a formula for successfully selling on the telephone. When...
The 5 Steps of Selling Bikes
In my spare time, I enjoy hopping on my mountain bike and hitting the trails around my hometown of Greensboro, NC, USA. The other...
The Emotional Side of B2B Buying
We've always believed that "Buying is an emotional event." Science, it turns out, backs up that statement. In his book, "You Are Not So Smart,"...
Successful CRM Adoption by a Sales Team
As you can imagine, we often integrate our customized sales training processes into CRM tools (Customer Relationship Managers). We often hear a familiar question: "How…
What’s Changed in Sales in the Past Year?
Yesterday, we participated in one of my favorite things here at The Brooks Group: A curriculum review. A curriculum review requires us to take a...
Sales Management 2.0 Conference Review
Another successful Sales 2.0 conference down. I'm returning from an enlightening day in Philadelphia where I attended the Sales Management 2.0 conference sponsored by, among...
Trustability
Trust is key to all relationships, whether personal or professional. Getting someone to trust you is essential before asking for a sale and, to...
What Prospects Really Want
Your prospects probably want two, seemingly contradictory things. They want to feel in complete control of their buying process. They secretly want to be led…
The Role of a Cell Phone During a Sales Call
"What do I do with my cell phone on a sales call?" was a question posed at one of our most recent sales seminars. It's...
Anticipation as a Market Advantage
So much has been written about Apple's rapid ascent than any of us could read in a lifetime. For example, more iPhones are sold everyday...
Arrive Before You Get There
According to a Harris Interactive Poll, 23% of people routinely search the names of business associates before meeting them. That means a prospect "Googles"...
Prospecting by Email
Are you prospecting by email? First of all, the phone is - almost - always better. But, you don't have every prospects' phone number. So,...