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.
I talk to thousands of sales managers and their teams every year who bring up consultative selling, usually in this context: “Our sale is a little unusual. We do consultative selling.” I nod knowingly even though I want to challenge them by asking: “Really? You do consultative selling? As opposed to what, non-consultative selling? What would that be? What sales team believes they are doing non-consultative selling?” I say this jokingly because consultative selling is the only way to sell. The problem is that very few people really agree on what it is or what they need to do to incorporate consultative selling into their approach and sales process.
A healthy sales pipeline means you have the right balance of opportunities at every stage. A sales pipeline stage represents each step a prospect takes through your sales process, from becoming a lead to becoming a customer. But it all starts with a first appointment. It is the foundation to building a solid pipeline.
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.
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:
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.
Why is your sales pipeline so important?
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.