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.
Sales has changed quite a bit in recent years. This is because of new technological developments and a general shift in attitudes and behaviors regarding how customers make purchasing decisions. Adapting to this rapidly evolving world of sales requires motivation, flexibility, ongoing development and a proactive approach to selling. Sales professionals are expected to be experts in both their product and solution as well as their client's business. They must understand the cultural and generational buying habits of an increasingly diverse customer base while adapting to changing sales technology. Whew, that's a lot to live up to. But you don't have to let these changes get in the way of your sales success. You simply have to roll with the punches, as they say. Before we dive into how you can stay relevant in this constantly changing environment, let's take a look at a few statistics about how sales has changed. 94% of B2B buyers conduct some degree of research online before making a business purchase, with 55% conducting online research for at least half of their purchases. (Accenture’s State of B2B Procurement Study) Buyers are less concerned with the qualifying topics salespeople are usually most interested in: Just one in four want to discuss budget, authority, and timeline. It takes an average of 18 calls to actually connect with a buyer. Only 24% of sales emails are opened. 90% of top performing sales people now use social media as part of their sales strategy. And for sales reps that invest in social media, 64% of them hit their team quota– compared to only 49% of reps hitting their team quota that don’t use social media. Half of revenue is influenced by social selling in 14 common industries, including computer software, healthcare, and marketing and advertising. Nearly six in 10 salespeople say that when they figure out what works for them, they don’t change it. Don’t fall behind —here’s 6 things to know to help you stay relevant and to keep improving your sales performance.
Today companies interact with their customers across multiple channels – online, offline, via social media, etc.
On our mission to help you gain a better understanding of the digital media landscape in general, and ad fraud in specific, we had another sit down with Rich Kahn, the CEO and co-founder of eZanga and Anura.io, who shared his exclusive new ad fraud report with us. And it's packed with interesting new findings!
Despite industry initiatives to address it, ad fraud is still a massive issue. In fact, costs of ad fraud are expected to soar to $19 billion by the end of 2018, which means all players in the digital advertising ecosystem need to be proactive against it. We want to help you gain a better understanding of the digital media landscape in general, and ad fraud in specific, so we sat down with Rich Kahn, the CEO and co-founder of eZanga and Anura.io, who helped break down the fundamentals of ad fraud by sharing his insights and answers into 7 commonly asked questions:
Recently, we’ve been talking about digital transformation and what salespeople can do to stay ahead of the curve. Sales has never been an easy job, and now salespeople face the added challenge of learning and adjusting to new digital tools and technologies that are emerging every day. According to CMO.com, 76% of marketers think marketing has changed more in the past two years than the past fifty. How can salespeople stay motivated during this unstable time? Today we’re going to dive deeper into things you can do to stay focused, stay motivated, and hit your 2018 goals.
It’s no longer a question of whether mobile marketing is important – we know it is – it’s now about understanding how consumers behave on mobile devices and how to effectively reach and engage them. The focus of 2018 will be to cater to the exponential growth of consumers who now use smart phones and/or tablets as their first – and many times only – device.