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 Tips | consultative selling

3 Consultative Sales Strategies You Need in 2020

By: Steve Bookbinder
December 5th, 2019

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.

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Sales Tips | First Appointment

If This, Then What? 10 Insightful Sales Filters to Fill Your Pipeline with More First Appointments

By: Steve Bookbinder
September 13th, 2019

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.

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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 | 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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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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