Digital Sales Training Blog

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.

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Sales Tips | Sales Meetings

3 Ways to Clear Your Mind Before a Tough Sales Call

By: Brittany Bookbinder
February 15th, 2018

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.

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Sales Tips | Sales Training | Pipeline Management

How to Approach an Inbound Sales Call

By: Molly DePasquale
February 8th, 2018

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?

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3 Questions to Ask Before Investing in Sales Training

3 Questions to Ask Before Investing in Sales Training

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.

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Sales Tips | Sales Meetings

How to Go Off Script During a Sales Conversation

By: Brittany Bookbinder
February 1st, 2018

When I first started working in sales, my manager handed out a script and told everyone on the team to film a video of themselves delivering the presentation. I found this to be a very useful exercise, and was surprised that some of my coworkers didn’t feel the same. I realized later that some of them had simply memorized the script and then filmed themselves reciting it. This is so much harder to do. It’s also a complete waste of time. Going off script can allow you to connect with the client. According to Hubspot, “buyers are less concerned with the qualifying topics salespeople are usually most interested in” so you need to meet them halfway and figure out a way to redirect the conversation while listening closely to their words and tone. In other words, drive the conversation while making the client feel like they’re in the driver’s seat. So how do you go off script?

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Sales Tips | Sales Training

4 Keys to Taking Ownership of Your Sales Process

By: Steve Bookbinder
January 25th, 2018

Every deal has an owner. It’s either the buyer or the seller, one or the other, but not both. While both parties help to shape the final product, only one can truly own it. If the seller doesn’t own the deal, then the buyer does by default. And aggressive buyers will attempt to take control of the deal from the very beginning. Guess what? Whoever owns the deal tends to get the more desirable outcome. “Win/win” is widely promoted as the best outcome of a given deal. A seller can still own a deal and provide a “win” for the buyer at the same time. There’s nothing wrong with one party or the other having the upper hand in a deal as long as you are that party. “Playing for a tie” doesn’t work in sports and it doesn’t work in sales either. And you better be prepared to take the lead whether in person or not, as 92% of all customer interactions happen over the phone.  Consider the following 4 tips to take control of your sales:

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Sales Tips

The Power of Taking Breaks: How to Maximize Your Next 5-Minute Break

By: Brittany Bookbinder
January 18th, 2018

Are you looking to increase your sales productivity?

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Sales Training

What Good VS. Bad Team Competition Looks Like

By: Jennifer Clark
January 11th, 2018

Winning isn’t everything. It’s the only thing. Winners never quit, and quitters never win. If you’re not first, you’re last.  In about 0.48 seconds Google found me “about” 86,800,000 results for “quotes about winning”. Odds are most of you didn’t need the help of Google to recall these familiar quotes, most of them are deeply ingrained in our ambitious psyches. The concept of winning is so heavily discussed because we compete for nearly everything in our lives; whether it be against our competitors, co-workers, or even ourselves.

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