The Brooks Group

10/29/2026

About two-thirds of the buying journey is over before customers reach out to a salesperson.

Dealer sales reps need to be students of their craft. Those who “wing it” on sales calls aren’t going to bring value to the customer.

If your salespeople can’t provide more value than what the customer can get on their own, there’s absolutely no reason for them to meet with you, let alone pay a premium price for your offering.

But when your sales team uses a customer-centric approach and a structured sale process, they have a competitive advantage over low-priced competitors.

Download our new guide today to find out how to get ahead of your competitors: https://hubs.li/Q04Cm6XF0

10/27/2026

Sales kickoff planning season is here. Are you ready?

It’s time to set your sales strategy, train your team, crank up the energy, and motivate everyone for next year!

The best SKOs deliver:
> an engaging format and agenda
> actionable and relevant sessions
> targeted skills training and development
> team building and connection

Here’s how to plan and deliver an outstanding kickoff that sets your sellers up for success in an unpredictable world.

Get your free guide here: https://hubs.li/Q04Cgp7n0

10/26/2026

For industrial sales teams, competing on price is a difficult game to win. A customer may be able to source a similar component, piece of equipment, material, or service from another supplier for less.

By focusing the conversation on specifications and unit price, sellers make it easier for buyers to compare vendors side by side—making it harder for them to see why paying more might be a better decision. Selling value changes the conversation.

Value selling is a consultative sales approach focused on helping customers solve specific business problems and achieve measurable economic outcomes.

Instead of emphasizing what a product does or what it costs, sellers demonstrate how the solution can reduce costs, save time, mitigate risk, or improve the customer’s competitive position.

For industrial and manufacturing sales organizations, this approach is especially important. Technical sellers often have deep product expertise. The challenge is helping them translate that expertise into the language of business value.

Find out more about selling value here:

Value selling focuses on measurable business outcomes. Learn how to implement value-based selling to close deals at your target price.

10/23/2026

Your annual sales kickoff is a chance to do more than energize your team. It's an opportunity to align sellers around your goals, sharpen their skills, and prepare them to win more business in the year ahead.

The Brooks Group's sales keynote sessions combine inspiration with practical strategies your team can put to work right away.

Our expert speakers deliver engaging presentations on today's biggest selling challenges, from communicating value and overcoming adversity to building a more consistent, customer-focused sales process.

Make your 2027 sales kickoff the starting point for a stronger sales year.

Explore keynotes and workshops here:
https://hubs.li/Q04BYYNb0

10/22/2026

Many thanks to our team for putting us on the list of best places to work!

2027 America’s Best Workplaces by Best Companies Group award identifies and honors the finest places of employment across the United States. It’s a celebration of excellence in company culture that ranks the Top 10 workplaces in small, medium, and large business categories.

“Being recognized as one of America’s best workplaces for the third consecutive year is a tremendous honor,” said Will Brooks, CEO of The Brooks Group. “This recognition is a testament to the culture we’ve built together—one that values our people, supports their growth, and empowers them to succeed both personally and professionally.”

See more here: https://hubs.li/Q04BYkxV0

10/20/2026

Live Tomorrow! Don't miss Leslie Green, Director of Sales Effectiveness, and Michelle Richardson, VP of Sales Performance Research, for: A Practical Framework for Building Consultative Selling Skills with Training Industry.

You'll gain a new approach to fill the skills gap between traditional sales training and consultative selling. Turn your technical experts into trusted advisors!

Save your spot now!

During this Leader Talk, industry experts will discuss how organizations are modernizing sales training through targeted skill development.

10/19/2026

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team.

However, not all sales training programs are created equal, and the success of your sales training initiative is due in large part to the individual delivering it—and the approach they take.

The Brooks Group’s training programs are led by expert sales trainers (aka facilitators) with real sales experience.

Why? Because we believe that the person training your sales team should have world-class training skills, along with the field experience to back up the content they’re teaching in the classroom.

Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics:

The success of a sales training program depends heavily on who is delivering it. Check out the top 7 characteristics to look for.

10/15/2026

Join Dan Agne, Director of Talent Development, and Michelle Richardson, VP of Sales Performance Research on October 21 for: A Practical Framework for Building Consultative Selling Skills with Training Industry.

You'll gain a practical approach to:
- Identify gaps between traditional sales training and the consultative capabilities today’s sellers need.
- Apply a four-pillar framework to the design of sales development programs.
- Use discovery as a model for taking a specific sales skill from initial assessment through practice, reinforcement, application, and measurement.
- Select meaningful measures of training effectiveness that go beyond completion rates to evaluate skill proficiency, behavior adoption, and business impact.

Register today and get a copy of the recording!

During this Leader Talk, industry experts will discuss how organizations are modernizing sales training through targeted skill development.

10/14/2026

Live Tomorrow: From Request to Revenue: How to Build a Case for Sales Training!

Get a practical framework for building and presenting your case for sales training from The Brooks Group's sales training experts Michelle Richardson, VP Sales Performance Research, and Marlee Mauvis, VP Sales.

Save your spot today and you'll get a copy of the recording:

Join us to learn how to create a strong business case for sales development, including cost quantification and stakeholder alignment.

10/13/2026

Riding a motorcycle and driving a car are very different. You need to be able to steer, shift gears, brake, and accelerate for both. But you can’t assume you’ll be competent on a bike if you’ve only sat behind the wheel. You need specialized training for each.

In the same way, general and role-specific sales training each have a place in today’s sales organizations. General training gives each rep a basic foundation. Role-specific training equips them with the resources and skills needed for their unique position.

Learn the 7 benefits of role-specific sales training:

Learn the differences between role-specific sales training and general sales training and the benefits of role-based training.