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.

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media buying | media planning | media | Digital Media Landscape | Sales Tips | Sales Training | consumer behavior | marketing | marketing strategy | over-targeting | buying

Targeting: How Much is Too Much?

By: Molly D Protosow
May 24th, 2013

  Calling all media buyers who are tempted to apply a severe demo-targeting requirement to their next buy, is described by media sellers as "targeting to death." Can you achieve your goals without micro-managing the targeting requirements? From a high level, targeting on a publisher site may appear to be the safest choice. But, in actual practice, it may work against your own best interest.

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sales | Sales Tips | Sales Training | cold calling | business | consumer behavior | marketing | Objection Handling | Pipeline Management

Can I Have an Appointment for Wednesday at 1?

By: Molly D Protosow
April 10th, 2013

The FOUR MOST IMPORTANT THINGS YOU NEED TO KNOW about handling objections when you're prospecting over the phone are:

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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 | 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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