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.

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media | broadcast | television | integrated sales | Digital Media Landscape | advertising

Hamlet’s Dilemma: the New Social Media

By: Molly D Protosow
November 13th, 2013

By Buff Parham In a slow growth/no growth ad spending environment, we have seen more and more social media companies attempting to divert ad dollars from “legacy” media including television and radio. Of late, Facebook for example, has all but declared a holy war against network television. So it’s game on as Facebook, Twitter, Tumbler, and now Instagram challenge the ad spending status quo.

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Digital Media Landscape | Sales Tips | Sales Training | advertising

7 Steps to Effectively Sell Online Display Advertising

By: Molly D Protosow
November 8th, 2013

One: Know the Properties First and foremost, you must understand what you are selling. If you are selling a single site, you must understand (and, to the degree possible, use and/or subscribe to) that site. If you are selling a network, that means you must know the various sites you represent. If you don't understand the content, you can't expect to sell it effectively. It's that simple.

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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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Digital Media Landscape | Sales Tips | advertising | agency's story | presentation skills

7 Strategies for Selling Search Engine Marketing

By: Steve Bookbinder
July 18th, 2013

1. Start with a Great Target List If you observe veteran search marketing salespeople, you will see that they receive inbound calls and email inquiries quite frequently from potentially ready-to-buy advertisers. Unfortunately, half of the calls will be less than optimal, not considered to be real prospects... but the other half will be first class opportunities.

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Digital Media Landscape | business models | advertising

Introduction to the Digital Media Landscape & the 4 Evolving Business Models [SlideShare]

By: Molly D Protosow
June 11th, 2013

So much has occurred with the advent of mobile and digital technology. Interested in technolgy and in ways to grow and scale your business? Here's a SlideShare featuring the 4 business models that have developed due to the innovations in digital media:

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Digital Media Landscape | advertising | branding | color theory

What Do Colors Say About Your Brand?

By: Molly D Protosow
May 31st, 2013

Have you ever wondered why your office building was painted the color that it was? Or why you prefer seeing certain colors at different times during the day? Has your favorite color changed over the years? There's a whole branding strategy behind the color concept. Choosing the right color for your brand can affect its positioning and evoke certain emotions from the consumer. Marketers have been using these color insights for many years. Blue is said to promote a sense of serenity and productivity. Thus, many corporations opt to use this as one of the primary colors for their brand. Red has been shown to increase appetite and intensify emotions. Keep this in mind the next time you give a sales pitch or a proposal. Visuals have long-term implications and can produce different conversion rates. Read more for the insights behind colors: http://www.entrepreneur.com/article/226791

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sales | sellers | Digital Media Landscape | Sales Tips | network | Sales Training | team | micromanaging | business | consumer behavior | Sales Management | competitive | buying process | Motivational | marketing | strategy | advertising | phone | leads | marketer | deals | RFP | consultant | buying | contacts | Objection Handling | Pipeline Management

Why Sellers Lose Deals (IV)

By: Molly D Protosow
March 26th, 2013

There are 4 main reasons on why sellers lose deals that they’ve invested their precious time in. They are the following: No outreach was made prior to the issuance of the RFP/ Tender. Lack of understanding in the role your contact plays within the buying process. Lack of initiative in gathering insight on the buyer’s history and thought process. ***Failure to provide a very concise picture of how the solution you provide solves his or her problem.***

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