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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Sales Training | Pipeline Management

6 Ways to Increase Your Sales Forecasting Accuracy

By: Steve Bookbinder
March 9th, 2018

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?

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Sales Tips | Sales Training | Pipeline Management

How to Approach an Inbound Sales Call

By: Molly DePasquale
February 8th, 2018

Did you know that around 92% of all customer interactions take place over the phone? This means being able to communicate effectively over the phone is a skill worth perfecting. You need to be able to seamlessly handle objections, address concerns, and answer questions.  Whether you're in a sales or customer success role, there are four things to consider when speaking with prospects and customers over the phone: Slow Motion Agree Know Can I Ask?

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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 | Pipeline Management

How to Gain a Competitive Advantage through Pipeline Management

By: Steve Bookbinder
July 11th, 2017

Do you find yourself constantly searching for new ideas and strategies about how to gain a competitive edge or advantage over your competitors? You are not alone. But search no more, we’ve got a sales system that will help you achieve sales success all year long.

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sales | selling | sellers | Sales Tips | Sales Training | cold calling | small business | Motivational | marketing | strategy | phone | Pipeline Management

3 Strategies for Effectively Developing the Right Calling Approach

By: Steve Bookbinder
February 23rd, 2017

Whether you’re new to sales, or an experienced pro, developing the right approach to making sales calls is a strategic advantage.   As a salesperson, oftentimes the first impression you make is over the phone. Whether that’s talking to a new prospect, building a client relationship, or maintaining contact with long term clients.   Developing an effective calling approach and phone persona is essential to your sales success. But how can you develop an approach that will consistently drive results?   Consider these 3 strategies as you develop, refine, and optimize your calling approach:   

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Sales Tips | sales manager | prospect management | Pipeline Management | steve bookbinder

4 Sales Strategies to Help Managers Help their Sellers

By: Steve Bookbinder
October 13th, 2016

Being a sales manager requires managing a lot of moving parts. When you manage, your role is to strategize, support, and sell the vision to your team. Every now and then, you need to take a step back and reassess where your sellers are focusing their time and effort.

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Sales Tips | Pipeline Management

4 Tips to Improve Your Phone Prospecting

By: Steve Bookbinder
February 9th, 2016

The phone doesn’t work for prospecting. Only email, InMail, text, etc. work, right?

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