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.

Molly D Protosow

Molly Protosow is the COO and Training Strategist for DMTraining. She manages the day-to-day business and training operations while helping research and develop new training programs as well as refreshing signature programs to reflect the newest sales trends, technology, and best practices. Molly utilizes her wide-range of skills to create sales and marketing assets focused on delivering value to DMT’s clients. Molly has a passion for learning and leveraging new knowledge and experiences. Outside of DMTraining, Molly is a hard core Pittsburgh sports fan, enjoys staying active by running and golfing, and unwinds by reading and playing the piano.

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Sales Tips | Sales Training

7 Essential Facts B2B Salespeople Should Know in 2020

By: Molly D Protosow
November 27th, 2019

Being a sales professional has changed drastically over the years. From product focused selling and limited buyer touch points to solution-based selling and personalized buying journeys, the sales landscape has evolved. What does that mean for salespeople in 2020 and beyond? It means that sales professionals must become agile and adaptable. It’s not enough to have effective selling skills. Sales pros need the ability to assess a sales situation and then apply the right skill, at the right time, with the right decision-maker. On top of that, sales professionals must have the ability to seamlessly transition from one skill to another.

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sales manager | sales questions

Recognizing Real Opportunities: 5 Questions Sales Managers Should Ask

By: Molly D Protosow
November 8th, 2019

As a sales manager, your role is broad. You have to ensure your sellers are focused with all their activities and you’re responsible for everyone hitting their numbers. You don’t want to micromanage, but you need to be able to help and lead your team efficiently. Keeping your team on track with real sales and away from wasting their time with dead-ends is one aspect of being a great manager. You're likely tracking and measuring a significant number of KPIs already, but when you’re helping your team assess specific opportunities, how do you start a productive conversation?  The foundation of sales coaching is about asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.  So, what questions should you be asking your team to ensure they are focused on opportunities that are worthwhile and qualified?

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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 Training | sales questions | Sales Meetings | Value Proposition

6 Ways to Create Urgency in the Sales Cycle

By: Molly D Protosow
October 25th, 2019

As a professional salesperson, a common challenge is creating a sense of urgency with your prospects and customers. Creating a sense of urgency without appearing aggressive or pushy is a learned skill based on conducting good discovery, understanding the needs of the prospect, and asking the right questions of the right people throughout your sales process. Urgency gives your prospects a reason to move forward and overcome inaction. You need to help them understand why every day, week, or month without your product hurts their business so they’re compelled to act as soon as possible.

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Sales Tips | competitive selling

6 Common Traits High-Performing Athletes & Sales Professionals Share

By: Molly D Protosow
September 30th, 2019

High-performing athletes, whether football, baseball, golf, tennis, swimming, etc. share common qualities and traits.

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Sales Tips | Sales Meetings | Sales Prospecting

3 Ways to Leverage Video for Sales Prospecting

By: Molly D Protosow
August 30th, 2019

Video is such a powerful and dynamic medium for communication.

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sales activity | sales improvement | Sales Meetings

5 Sales Activities To Do Today

By: Molly D Protosow
August 8th, 2019

Are you feeling the burn of the summer slump? A study by Captivate Network found that workplace productivity takes a 20% hit during the summer months. The study also found that attendance decreases by 19% and projects take 13% more time to complete.

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