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.
Whether you’re new to sales, or an experienced pro, developing the right approach to making sales calls is a strategic advantage. As a salesperson, oftentimes the first impression you make is over the phone. Whether that’s talking to a new prospect, building a client relationship, or maintaining contact with long term clients. Developing an effective calling approach and phone persona is essential to your sales success. But how can you develop an approach that will consistently drive results? Consider these 3 strategies as you develop, refine, and optimize your calling approach:
Sales forecasting is about taking the necessary actions and implementing proper sales techniques to understand, predict, and forecast promising sales. 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.
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.
Let’s start by admitting the enormity of the challenge - onboarding and getting sellers up to speed is a huge task. They’re different than previous sellers, the market might be different, and their job might also be different. To reach their goals and those set for them, new sellers have to learn a new way of succeeding in a new environment.
As a salesperson, you know the importance of gaining information, but ironically big opportunities are often missed by only focusing on the questions. Sales success is accelerated when you go beyond hearing the answers to your questions and listen to what’s missing and what’s not being said.
If selling is a competitive sport then selling digital media has become the NFL of sales. There are four functions that all sellers have to do well to be successful, but digital sellers have to be the extreme athletes of media sellers: