DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
It is a common challenge among many media organizations, and businesses in general, they are swimming in data from a variety of sources and platforms, yet uncertainty remains when it comes to identifying ways to improve or enhance sales efforts. The real problem is not being able to connect data with insight. Data is the guiding element for creating effective (and interesting) success stories. Meant to summarize how and why you worked with a particular client as it relates to the current sales opportunity at hand. For the purposes of this post, data is referring to a collection of what is known about a segment of people and their attributes. For example, common attributes are demographics, device, location, etc. This includes data collected from your digital assets too, such as: your website, CRM, social media pages, paid advertising, etc. So, what data should you be looking at? And how do you convert it into a story that helps you sell more effectively?
With Thanksgiving over and the radio already overflowing with carols, the holiday season is in full swing. While shopping for all of your friends and loved ones, put some time aside to treat yourself to a special something. A book is one of the best gifts you could possibly give yourself.
The right sales training for your employees is integral to the success of your business. Before you invest, make sure you have all of the information you need to make a smart decision.
Sales principles are foundational concepts that influence your sales perspective and point-of-view. They are short, memorable tips that provide a simple framework to help you sell more effectively. You can think of them as ground rules to adapt in order to improve your results and habits. You’ll want to personalize these to your unique sales situation, but here are a few examples to get you started:
Everyone could benefit from showing a little more gratitude and appreciation.
A sale is in many ways a performance. There are lines to rehearse (sales pitch), costumes worn (your best business wear), and even a stage (the meeting room or the phone). All of this builds up to the big performance. But what is the end goal of any performance? What makes it truly compelling?
If you're selling digital media, you are always competing. Whether you realize it or not, you’re up against competitors that you know about AND those you don’t. It's safe to assume there are 10-30 competitors per day reaching out to your customers and prospects trying to win them over, right under your nose. Competitive positioning is about defining how you’ll “differentiate” your offering and create value for your market. It’s about carving out a spot in the competitive landscape, putting your stake in the ground, and winning mindshare in the marketplace – being known for a certain “something.”