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’s a weighted question, and the answer depends on who you ask. Far too often, sales managers will give “lip service” to sales training, but never really do what’s required to make it worth the time and effort. Merely “checking the box” and providing a once a year training event is simply not enough. Both sales reps and managers must perceive training as an integral component to the culture of the organization, and not something that’s “optional” or “extra.” For sales training to really make an impact, it needs to be: personalized, ongoing, actionable, and supported by a coach. Because training is about changing behavior. It doesn’t matter whether you’re training for a marathon or learning a new skill, training means you’re changing your habits and activities in order to reach a specific goal. To help you make the most of your training efforts, we’ve outlined 3 tips to help you do just that:
Sales forecasting is about taking the necessary actions and implementing proper sales techniques to understand, predict, and forecast promising sales. Forecasting helps you to put things into perspective. It allows you to see both the possibilities and challenges of pipeline management, and then plan your next steps. Accurate forecasting helps you to maintain full control of your pipeline. However after working with thousands of salespeople and sales managers, we’ve reached a definitive conclusion about most of the sales forecasts salespeople submit…they’re inaccurate and unreliable. In fact, 44% of executives think their organizations are ineffective at managing their sales pipeline according to research conducted by Vantage Point Performance and the Sales Management Association. What can you do to increase the reliability and accuracy of sales forecasts?
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.
As salespeople, we live in hope. We have to. Sales requires an optimism that things can turn around and the knowledge that lucky streaks (and similarly, dry spells) are a fallacy. Each new client has to be approached with fresh eyes. And yet, even with all of that hope, there are times when it is necessary to admit defeat. Some sales, no matter what you do, cannot be closed - at least not right now. How do you know when to let go and walk away? What can you learn from these experiences that can be applied in the future? Let’s take a closer look.
LinkedIn has firmly established itself as THE go-to social networking site for professionals of all ages and industries. It's clearly a great resource, but sellers are only scratching the surface when it comes to utilizing LinkedIn's full potential. Using LinkedIn to your advantage as a seller involves more than simply connecting with colleagues, acquaintances, and potential prospects. It’s more intricate than just shooting out messages in the same way you’d use email. It's about cultivating a carefully curated digital presence to further your expertise and your company's mission. B2B social selling is the art of leveraging personal and professional branding to surround yourself with a network of the kind of people and businesses you want to work with. How should you be using LinkedIn as a selling resource? We've identified 5 simple steps to streamline your B2B social selling presence on LinkedIn so you can more efficiently prospect and start turning your friends and followers into lifelong customers. Think of it as cracking the code for an elevated (and more popular) LinkedIn presence.
Last time, we talked about going off script during a sales call. Today, let's take that idea one step further. If you want to stray from your typical sales script but also remain focused and on track, then you've got to stay cool, calm, and collected. Easier said than done? You bet. In a perfect world, you would schedule a 90-minute massage to relax before a tough sales call. But that's not realistic for most people, so what can you do instead? Whether you’re someone who is generally confident and welcomes a challenge, or if you're someone who tends to get nervous and shy away from any type of confrontation, we've rounded up three techniques for clearing your head and thinking quickly on your feet, so you can be ready to handle any sales situation thrown your way.
Did you know that around 92% of all customer interactions take place over the phone? This means being able to communicate effectively over the phone is a skill worth perfecting. You need to be able to seamlessly handle objections, address concerns, and answer questions. Whether you're in a sales or customer success role, there are four things to consider when speaking with prospects and customers over the phone: Slow Motion Agree Know Can I Ask?