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In the Groove: An Interview with Mitch Thomas, Sales Enablement Manager at Brooksource


Groove recently sat down with Mitch Thomas, Sales Enablement Manager at Brooksource, to learn how his team is using Groove to give time back to sellers and collaborate between teams. Check out his responses in the Q&A below and then watch the video for a summary of the key themes.

What is Brooksource?

Brooksource does human capital solutions, both in staffing and professional services within the technology field.

How is Brooksource using Groove?

We have sales teams across the US in 30 different markets and two different brands. It’s about 150 sellers who all use Groove to drive the engagement and client outreach strategy to clients.

Why did you choose Groove? 

Groove had everything we needed and nothing we didn’t. We saw power in its simplicity. When looking at other competing solutions, we saw many unnecessary features being jammed in that we didn’t need. Groove had the formula we were looking for and the roadmap that aligned with where we wanted to go: future state.

We felt like Groove was the best solution for our full lifecycle sellers because we saw a lot of features around how to collaborate on accounts, how to collaborate on opportunities. A lot of the other tools we looked at were chocked full of features for BDRs, which didn’t fit our needs.

How does Groove bring value to your organization?

Groove really helps us connect our sales strategy with execution, which is not always easy to do in a fast-moving, high-energy organization. So, we feel like it really helps our reps be more efficient and gives them tools to save time. It’s really a powerful combination for our sellers.

What kind of impact has Groove had on your organization?

We found that Groove has given our sellers a lot of time back to be spending with their clients and to focus on their sales strategy.

We’ve also seen that it allows us to be more agile in our approach and be able to pivot to take advantage of opportunities. So, it’s really helped change our mindset and allowed us to be a more agile organization.

How has Groove improved your day-to-day?

As a sales enablement leader at Brooksource, I’m responsible for helping drive our content strategy and our client outreach strategy. So being able to put messaging into flows and templates, immediately arm my reps with that, and then turn around and see the performance of those has been a huge game-changer for us.

How is Groove different from other sales tech you’ve used?

​​Our reps love using Groove. I think that’s one of the most important aspects of sales tech. No matter how much value enablement or leadership sees in the tool, if the reps ultimately don’t love it, you’re going to be fighting an uphill battle.

From day one, our reps saw how intuitive the platform was, how much time it was going to save them, and how it would make them more effective at their jobs.

They quickly latched onto it, implemented it into their day-to-day, and are now working to become experts.

What’s your favorite thing about Groove?

The thing I love about Groove is its simplicity. There are some awesome features, some really powerful features, but they’re not complicated. I think it’s a very intuitive tool. As soon as we moved past the demo phase, and I got hands-on with the tool, it really clicked for me, and our sellers have had the same feedback, which has been huge for adoption.

How do you see Groove as a valued partner?

Groove has not only been able to deliver us a great product, but they’ve also helped us get better as an organization. We see Groove as both a useful sales engagement platform and also as a consultant to Brooksource. Groove has been incredibly valuable for our organization, and who we decide to partner with.

How would you rate Groove’s account and support teams?

Working with Groove’s account and support teams has been like working with my own organization. From day one, Groove meshed well with all of the people involved with our decision-making and implementation process. It’s a huge value-add for us.

What kind of support have you received from Groove?

The Groove support team is incredibly responsive. We typically hear back in a couple of minutes from a human. This has helped free up our team internally, as Groove is able to take a lot of the tickets directly from our sellers, and allows our internal ops team to be more strategic with the tasks they’re focused on.

How has Groove enabled your reps to be more effective?

Our previous tool was rigid. Reps thought it made their outreach robotic.

We love that Groove allows reps to be creative while sharing and collaborating with ease.

From an enablement standpoint, it allows us to help arm the reps with strategic messaging from a high level.

More Customer Stories

If you’d like to read more stories about how we’re helping customers across multiple verticals, we invite you to check out our Customer Success page.

G2 Sales Engagement Software Report

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