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.

Brittany Bookbinder

Brittany is an actor, writer, and Muppet enthusiastic. She grew up on Long Island, where her hobbies included writing love poems and watching TGIF, often at the same time. These days, she writes for Evil Studios Ltd., performs comedy and music, and makes video shorts independently and with the iO Comedy Network. She has performed in independent films, regional theatre, sketch comedy and improv all over Chicago. She is also an artistic collaborator with Theater Unspeakable, with whom she co-created Superman 2050 and Murder on the Midwest Express. She has performed Superman 2050 throughout the country, including Lincoln Center in NYC and the Kennedy Center in DC. Training: She holds a B.S. Theatre, a minor in Creative Writing and a certificate in Music Theatre from Northwestern University. She has studied acting at the School at Steppenwolf and British American Drama Academy. She has studied improv in the Second City Conservatory, iO Chicago, CIC Theatre and currently at the Annoyance. Brittany is a guest blog contributor for DMTraining.

Blog Feature

Sales Tips | Sales Meetings

How to Use Storytelling to Propel Your Sales Efforts

By: Brittany Bookbinder
March 22nd, 2018

How do you make a compelling argument for why someone should buy your product or service? Selling would be easier if you could simply state the details of your business solution to an eager listener on the other end of the line who would immediately understand the value of it. But, we’re not selling to robots, we’re selling to people, and people love a good story. Plus, research shows that in complex sales, people rely on intuition to make buying decisions. This means that while people may not realize it, they are often influenced by their instincts over logical reasoning. A “vivid customer story” can activate the parts of the brain that process the senses, which can help decision makers understand, in a holistic sense, the value of your service. When you understand the structure of a story and use the digital tools that are available today, you can turn your pitch into a compelling narrative that will elicit both an intellectual and an emotional response from your listener. So, what makes a good story? And how can you use storytelling to propel your sales efforts?

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3 Signs It’s Time to Cut Your Losses & How to Move On

By: Brittany Bookbinder
March 1st, 2018

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.

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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

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 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

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 Tips | Sales Training

3 Improv Principles that Improve Sales

By: Brittany Bookbinder
December 21st, 2017

When people hear the word “improv” they tend to think about improv comedy, like you may have seen on Whose Line Is It Anyway? But you don’t need to be a comedian to do improv. The underlying principles of improvisation are about listening, support, and coming to an agreement. In my experience studying improv at the iO Theatre, the birthplace of long form improvisation, I found that many of the concepts and principles I’ve learned in improv applies to sales and has helped improve my skills and confidence as a result. Here are 3 things every salesperson can start incorporating today:

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