The Brooks Group

09/08/2026

Now that many buyers turn to ChatGPT first, sellers need to be able to recognize where buyers are in their journey and to engage them in new ways.

Many sales reps struggle with prospecting not because of a lack of effort, but because of a lack of alignment between how they’re positioned and where the buyer is in their decision journey.

Join Michelle Richardson and Dan Markin on September 22 at 1:00 for this Training Industry webinar: Building Prospecting Skills That Stick: How to Prepare Sellers for Today’s Buyer Journey.

Discover how to develop and reinforce the prospecting capabilities sellers need to connect with buyers earlier, recognize “trigger moments”, respond to meaningful signals, and create higher-quality opportunities.

Sign up here:

Join Training Industry webinar where your hosts at The Brooks Group will share how to develop and reinforce the prospecting capabilities.

09/07/2026

Happy Labor Day!

“I’m a great believer in luck, and I find the harder I work, the more I have of it.” — Thomas Jefferson

Today we celebrate the contributions America’s workers—especially those in sales—make to our strength and success.

Thank you for all you do!

09/04/2026

Ewing Outdoor Supply is the largest family-owned distributor of landscape and irrigation products in the country. The company operates in an aggressive market in which the competition sells many of the same products and offers similar value-added services. It’s an industry built on strong relationships and customer service.

See how Ewing built strong customer relationships and increased average sale amount with sales training from The Brooks Group.

https://hubs.ly/Q04vVs4d0

09/03/2026

Sales negotiation training can be a game changer. When your sellers have solid negotiation skills, they can protect margins and build stronger customer relationships.

Chris Voss, former lead negotiator for the FBI and author of Never Split the Difference: Negotiating As If Your Life Depended On It, is famous for pioneering “tactical empathy” in high-pressure standoffs and business deals.

Voss sees negotiation as a collaboration in which several parties face difficult aspects of the same problem. The negotiator’s job is to work with the others to solve the problem for a “win-win.”

But getting to a point where everyone feels satisfied with the outcome can be elusive. That’s especially true today, when sales teams fight to earn a premium price on their product or service.

Find out why negotiations fail and get practical advice to help you prepare your team for win-win outcomes.

Learn common reasons negotiations fail and get sales negotiation training advice to prepare sellers for win-win outcomes.

08/31/2026

Many experienced sales reps remember the mistakes they made early in their careers. If you can recognize these flubs early, you can coach your new sellers before these slip-ups become permanent habits.

See what you can do to make sure a new hire becomes a top performer and not flame out in their first year.

Learn eight common and costly mistakes new salespeople make and sales coaching tips to prevent them from becoming bad habits.

08/28/2026

Taking care of customers shouldn’t take a back seat to selling to them.

For manufacturing distributors, investing in customer service is critical for profitability.

Being customer-centric has always been a pillar of success. But in today’s overcrowded marketplace, it’s more critical than ever.

Distributors benefit from excellent customer service because it:
- drives higher profit margins through value-added solutions
- builds long-term customer loyalty that prevents churn
- provides a powerful competitive edge in crowded markets where products can seem like commodities.

Find out more here: https://hubs.li/Q04vlQZG0

08/27/2026

Prospecting remains one of the most challenging skills for sales reps. They need to learn how today’s buyers actually make decisions.

Join us on September 22 at 1:00 for this Training Industry webinar: Building Prospecting Skills That Stick: How to Prepare Sellers for Today’s Buyer Journey.

You'll discover how to develop and reinforce the prospecting capabilities sellers need to connect with buyers earlier, recognize “trigger moments”, respond to meaningful signals, and create higher-quality opportunities.

Learn how to:
✳️ Build prospecting skills around how today’s buyers actually make decisions
✳️ Equip sellers to recognize and respond to key buyer signals and trigger points
✳️ Train sellers how to improve prospect quality–not just quantity
✳️ Reinforce prospecting behaviors so learning carries from the classroom into the field

Save your spot today!

Join Training Industry webinar where your hosts at The Brooks Group will share how to develop and reinforce the prospecting capabilities.

08/26/2026

Do you know what really motivates your sellers to perform? The answer might surprise you.

Assessments are a powerful tool sales leaders can use to understand, to hire smarter, coach effectively, retain top performers and ultimately improve sales effectiveness and performance.

Download this guide to learn the top five ways you can use assessments to improve sales effectiveness.

https://hubs.li/Q04vb7dQ0

08/25/2026

Manufacturing buying decisions are becoming more collaborative. As more stakeholders participate in evaluations, sales reps who rely on a single relationship face greater risk.

Teams that consistently win complex manufacturing deals develop broad networks of support throughout the account.

They understand the priorities of every stakeholder, tailor their messaging, and equip champions with the evidence needed to build internal consensus.

For sales leaders, the takeaway is simple: If you want more predictable outcomes in complex manufacturing deals, don’t just coach your sellers to find champions.

Coach them to build relationships across the entire buying committee. Because, in today’s manufacturing environment, the strongest sales relationships are multi-threaded.

Get more info here:

Learn how multi-threaded sales helps manufacturing sellers influence the entire buying committee rather than relying on one champion.

08/21/2026

How do you ensure your sales training investments actually move the needle on business results?

Too often, training becomes a check-the-box exercise—generic programs that fail to deliver measurable ROI.

Download this guide for a practical six-step process to ensure sales training is an investment that drives tangible results.

You’ll learn:

• 6 steps to build a strategic approach to sales training
• How to assess and diagnose your sales team’s skill gaps
• The real reason to involve your sales managers in training
• How to track both learning outcomes and business results
• And more!

Get your free guide today!
https://hubs.li/Q04tl2cZ0