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.

Steve Bookbinder

Steve Bookbinder is the CEO and sales expert at DMTraining. He has delivered more than 5,000 workshops and speeches to clients all over the world and has trained, coached, and managed more than 50,000 salespeople and managers. Steve continuously refreshes his training content to reflect his latest first-hand observations of salespeople across industries and regions. Through him, participants in his workshops and coaching sessions learn the best practices of today’s most successful sellers and managers across industries. Steve understands that sales is a competitive game. To outperform competitors and our own personal best results, we need to out-prospect, out-qualify, out-present and out-negotiate everyone else, not merely know how to sell. Through his specialty programs in Pipeline Management, Personal Marketing, Great First Meetings, 2nd-level Questioning, Sales Negotiating, and Sales Coaching, Steve trains sales teams to master the skills they need to overcome the challenges they face in today’s world… and keep improving results year over year.

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sales | Sales Tips | Sales Meetings

4 Simple Steps to Create Sales Momentum and Focus

By: Steve Bookbinder
March 21st, 2019

What is sales momentum? How do you build and maintain it? Sales momentum is created as a result of your ability to maintain a certain velocity and consistency in your sales efforts. Oftentimes, it’s really not about your sales skills, it’s about your persistence and grit. And deals can stall in the pipeline because you simply get busy or just flat out stop following up. The more persistent, yet respectful, you are in your sales activities the more momentum you’ll gain. So what can you do? Simply follow these four steps:

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Sales Management | Motivational | leadership

4 Questions to Help Managers Motivate Change

By: Steve Bookbinder
February 22nd, 2019

Almost all sales managers are now expected to transform their respective teams in order to succeed in a rapidly changing market environment. But how? The harsh reality is that it's not easy to get people to change and a lot of change initiatives fail. But why? In most cases, organizational-change failures are driven by … negative employee attitudes and unproductive management behavior. Driving change begins with you, the sales manager, and your mindset.

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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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Pipeline Management

4 Strategic Ways to Polish Up Your Sales Pipeline

By: Steve Bookbinder
February 7th, 2019

Why is your sales pipeline so important?

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Pipeline Management | Sales Meetings

3 Key Ingredients for Sales Success in 2019

By: Steve Bookbinder
January 11th, 2019

As a sales and marketing professional, you’re probably constantly looking for just the right ingredients to achieve success -- but what does this entail? Are there certain components that every salesperson should include in their formula for success? While there’s no magic recipe that works everyone, and every sales rep has their own approach and personality, there are three fundamental ingredients to use as your guide: time, testing, and tenacity.

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Sales Tips | strategy | Sales Meetings

Leveraging the Power of Negative Thinking in Sales

By: Steve Bookbinder
October 4th, 2018

Before we explain how you can leverage the power of negative thinking, let’s first discuss what it is. There are two views on negative thinking: The first, and probably more common, view of negative thinking is linked to things like depression, complaining, worrying, and stressing about everything. It’s the process of finding the worst in even the best situations. It’s about inaction and fear. The second view, and the one we’d like you to focus on today, is about growth, understanding, and learning. It’s the process of visualizing all the bad things that could happen to you, so you become less afraid of taking action. This second view of negative thinking helped me train and successfully swim across the English Channel as well as start my own business in a recession.

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Sales Tips | next step strategies | Sales Meetings

Why Next Step Selling Will Improve Your Pipeline & Your Sales Activity

By: Steve Bookbinder
August 31st, 2018

If you always ask for the right next steps, you will always have a more qualified pipeline and a more effective way of managing your time and sales activities.

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