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.
Why is your sales pipeline so important?
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.
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.
Why pipeline management? Whether you think you are going to reach your goals or miss your goals, how do you know? Can you identify the path that will, or won’t, lead you to success? To do build and maintain the right pipeline, we have to change. Change the way we prospect, the amount of time we prospect, the way we qualify, present, negotiate and close. One thing is for sure, your sales come from your pipeline. And your current pipeline represents the way you sell. To make your pipeline look better, you will have to change something: your sales tactics, strategies and/or sales habits. Your pipeline will guide you to know how much and how often you need to change.
In an ideal world, every sales call would be a winning sales call. Unfortunately, this is not the world we live in; however, with the following tips you can increase your number of sales wins without having to drastically change your approach. The key differences between a successful seller and a mediocre one are nuanced in nature. It comes down to who is more prepared, who has gone out of their way to get to know the client, and who is able to sell simply through rhythm of conversation rather than an overly rehearsed and stiff pitch. We've broken down our recommended winning sales approach into four categories (we've even created an infographic you can use as a handy reference). Read through and see if you can incorporate the following strategy into your next sales call!
What is the difference between a sales demonstration and sales presentation? The distinction between the two comes down to timing and intention. A sales demonstration is typically what happens early in your sales process and is meant to show your prospects and customers how to apply your product, service, or solution. It's the cumulative result of research, process, and most importantly, an effective needs assessment. A sales presentation is typically what happens toward the end of your sales process. It is meant to highlight and prove the value of your solution as well as tell a compelling story and align your message with the needs of your audience while also providing a strong call-to-action that appeals to the emotions and desires of your audience. Knowing the difference between the two will help you enhance your sales approach and allow you to apply the proper strategy to each opportunity and sales situation. Let's look at demonstrating and presenting from 4 different perspectives:
Sales forecasting is about taking the necessary actions and implementing proper sales techniques to understand, predict, and forecast promising sales. Forecasting helps you to put things into perspective. It allows you to see both the possibilities and challenges of pipeline management, and then plan your next steps. Accurate forecasting helps you to maintain full control of your pipeline. However after working with thousands of salespeople and sales managers, we’ve reached a definitive conclusion about most of the sales forecasts salespeople submit…they’re inaccurate and unreliable. In fact, 44% of executives think their organizations are ineffective at managing their sales pipeline according to research conducted by Vantage Point Performance and the Sales Management Association. What can you do to increase the reliability and accuracy of sales forecasts?