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.
Sales Techniques
The quest for sales techniques drives many amateur and experienced salespeople alike to seek a silver bullet, simple, no-frills, guaranteed, 100%, solution that magically...
Characteristics of Successful Salespeople
Because we help companies hire salespeople and then provide them with sales training, we're frequently asked what makes a person successful at sales? It's a...
Cold Calling is Stupid
Last May, my good friend and fellow sales trainer here at The Brooks Group, Tony Smith, wrote that Cold Calling 2.0 was really about...
Don’t Brake Uphill
When I was 13 or 14, my grandfather decided it was time for me to learn to drive. Apparently, he was better able to...
Men are always sincere. They change sincerities, that’s all.
In 1922, Tristan Bernard wrote that "Men are always sincere. They change sincerities, that's all." Was he writing about product preferences? He may as well...
Curiosity Did Not Kill The Cat
Curiosity did not kill the cat. Instead, it was a poor reaction to whatever the cat discovered. A natural curiosity is vital to success in...
Action v. Inaction
I was talking to an old friend of mine recently. He gave me a riddle: Three guys were sitting at a bar when one of...
Should You Train Top Producers
Should top producing salespeople go through sales training? It's a question we get a lot. In the interest of full disclosure, I should say that...
Inheriting B2B Sales Accounts
Turnover is a reality within any salesforce. As a result, there's a good chance that salespeople might find themselves unexpectedly inheriting accounts. In many cases,...
Product Training v. Sales Training
In the November/December 2010 issue of SalesForceXP Magazine, there's a short article that highlights the results from a pretty interesting McKinsey & Co. study....
It’s Not In The Budget
How often do you hear... "It's Not In The Budget." ...from prospects? Depending on what you sell, you may hear "It's Not In The Budget"…
The Sweetest Sound in Any Language (Becomes too sweet)
In "How to Win Friends and Influence People," Dale Carnegie wrote: "Remember that a man's name is to him the sweetest and most important sound...
What if you really do offer excellent customer service?
Since everybody says, "we've got GREAT customer service," it just gets drowned out. It ends up meaning nothing, right? So, my question becomes: What do…
How Well Does Your Net Work?
Even in an online world, offline networking is a crucial skill. Making meaningful connections with others in social settings can lead to marvelous business...
What Business Are You REALLY In?
The very first thing I remember my father teaching me about The Brooks Group is that we're not in the sales training business. We're in...
Stop ‘Collaborizing’ and ‘Synergating’
Are you too busy collaborizing and synergating in a conference room to get out in the field? Too often, sales leaders and managers get stuck...
How Big is the Sales Profession?
At the most recent Sales 2.0 conference, there was reference made to the number of salespeople in the United States. We were told that...
How Much Can I Earn in Sales?
The selling profession presents tremendous opportunity. As we like to say here at The Brooks Group: "Sales is the highest paid position in the world....
Sales 2.0 Conference Report
I attended my second Sales 2.0 Conference last week. It was a great experience. And now it's time to report. I've finally unburied myself...
No, Professional Sales is Neither Dead Nor Dying
There's an annoying doomsday argument in the "blogosphere" that -- because of rapidly changing technology -- professional sales is dead or dying. It's not. The…