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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deadlines | Sales Tips | Sales Training

How to Use Deadlines to Achieve Sales Goals

By: Steve Bookbinder
August 22nd, 2016

Deadlines. It’s a powerful word that strongly suggests we must meet the time limit that’s been set, otherwise we’re dead if we miss it.

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deadlines | selling | sellers | Sales Tips | Sales Training | team | one step closer

4 Easy Steps: How to Become Your Own Coach

By: Molly D Protosow
April 26th, 2013

3. Veering off course.  Should you make a left as part of your big plan, or do you make a left and call that ‘"veering off course?" Just because you’re making a left turn doesn’t necessarily mean that you’re veering off course.  What matters is this: Think about what you want to accomplish and why you want to accomplish it. Why is it so important to you, and are you trying to achieve something positive or avoid something negative?  If the energy associated with your reason or desire for wanting to accomplish this goal is strong enough, it will force you take at least 1 step forward every day.  Now, whether you take that step by directly heading forward or moving towards the left just a little, - as sailors do sometimes when trying to reach a destination -  consider veering if your other alternative is stopping.          4. Movement.  One of the things I like to consider is how similar people are to the planets in the solar system. In the same way that planets revolve, rotate, have a gravitational pool, and are part of an orbit, some very important people have an orbit of things and people that go around them. For example, the earth has satellites that go around us; some bigger planets have many moons going around them. Both you and I are in pursuit of our goals. Often times, that goal is at least in part accomplished by meeting someone or getting that someone to buy into our concept, approve us, hire us, agree to train us, and work with us. Often in life, it’s about who we meet.  Well, the people that we want to meet or get an introduction to will be moving all the time, and they each have an orbit of things around them.  If you want to meet with them, you need to recognize that you’re trying to hit a moving target while you yourself are on the move.  You are indeed moving even if you’re standing still because you’re growing a day older (and wiser) every day. Everything that you’re trying to do is now one day closer to being accomplished, but this also means that one more day was spent in pursuit of this goal, adding to your weariness. As you’re trying to hit a moving target consider the kinds of activities that will put you in the right orbit so that you’ll be more likely to “bump” into people that you need to bump into.  How long will it take?  Well, it’s going to be a long process, but it is exceedingly long if you’re not at it every single day.       About the Author: Steve Bookbinder is Co-founder and CEO of Digital Media Training, a training partner to some of the most successful sales organizations around the world.  DMT delivers training which treats sales as a competitive sport and changes behavior needed to help sellers consistently win.  DMT is a leader in M-learning training reinforcement with a proven track record of improving sales through training. Steve has delivered more than 500 keynote speeches at national sales meetings, conducted more than 3,000 training workshops and trained, coached and managed more than 35,000 sellers and managers from leading companies around the world for more than 20 years.    

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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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deadlines | Sales Tips | Sales Training | Motivational

How To Be Your Own Coach: Dealing with Deadlines (Part 1)

By: Molly D Protosow
April 25th, 2013

When you’re going after a big goal, are you more likely to succeed if you begin with a deadline?  If you’re going to accomplish a big goal, - something bigger, better, and greater than you’ve ever done before - there are questions you need to ask yourself.  Are you going to be doing this for the rest of your life until you achieve it?  Or are you saying to yourself, “Well, I’ll pour my heart into it for a couple of years, and if that doesn’t work, then I’ll go back to my old life and lower my sights and change my goal.” Which approach will more likely lead you to success? Well, there are four things to consider:   1. Working hard 2. Danger of dates 3. Veering off course 4. Movement   (1.) Working hard? When you wake up well-rested, it’s relatively easy to begin the day with a new mission and a new purpose in life and a new energy in your step; you’ve got that adrenaline flowing and you can keep going and that’s great. What happens when you get tired?  When you work hard, you will get tired.  And when you’re going after a goal that’s bigger than any you’ve gone after before, you will no doubt work hard on both a physical and a mental level as well as every other level in between.    And so the question is, “What happens when you get tired and know that you’ve got a built-in arbitrary time period?” You've set a deadline for yourself.  (2.) Well, now we’re talking about the danger of dates. Let’s say you’re planning on giving your best efforts for two years. Well, that was the original plan, but now you’re 18 months into it and you go, “Well, you know, I’ve got six more months left before the deadline, and I’m kind of coasting toward the end because I can see now that I’m not going to make it.” How do you tend to react when you see that deadline up-front? Is it a relief? Is it an oasis?  Is it an excuse to get off the treadmill and stop running towards your goal? That’s the danger in dates for some people, especially those who grow weary after working hard.  Who can blame them? We all get tired at some point. Reflect on how you personally deal with arbitrary deadlines. The situation might be unique for different people.  ****  Should you make a left as part of your big plan, or do you make a left and call that ‘veering off course’?      

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