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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sales manager | sales questions

Recognizing Real Opportunities: 5 Questions Sales Managers Should Ask

By: Molly D Protosow
November 8th, 2019

As a sales manager, your role is broad. You have to ensure your sellers are focused with all their activities and you’re responsible for everyone hitting their numbers. You don’t want to micromanage, but you need to be able to help and lead your team efficiently. Keeping your team on track with real sales and away from wasting their time with dead-ends is one aspect of being a great manager. You're likely tracking and measuring a significant number of KPIs already, but when you’re helping your team assess specific opportunities, how do you start a productive conversation?  The foundation of sales coaching is about asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.  So, what questions should you be asking your team to ensure they are focused on opportunities that are worthwhile and qualified?

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Sales Management | sales manager | sales activity | sales performance

Why Typical Sales Reports Don’t Work & What Report to Use Instead

By: Steve Bookbinder
November 17th, 2016

What’s the purpose of a sales activity report anyway?

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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 Tips | Sales Management | sales manager | account manager

Why Existing Customers are the Key to Increased Sales

By: Steve Bookbinder
November 2nd, 2016

Anyone who works in sales can appreciate how difficult it is to secure a new client. If you think of acquiring a new customer in terms of the effort it takes to build new relationships with new people, prove your capabilities, establish credibility for yourself and your company as well as negotiate new agreements, then you can understand why your existing customers are your biggest assets. When working with existing customers, the barriers of developing new relationships and proving the ROI of your product or service won’t necessarily apply since you’ve already established trust and have a direct connection with the client. Prospecting within your current customer base offers many advantages and you can start maximizing your relationships with these 4 tips:

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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 | Sales Training | sales manager

3 Types of Sellers Who Need Coaching

By: Steve Bookbinder
October 5th, 2016

Coaching salespeople, like most things in life, does not favor a one-size-fits-all approach. 

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Sales Management | sales manager

4 Steps for Managers to Take When a Client Requests a New Salesperson

By: Steve Bookbinder
March 16th, 2016

So one of your most valuable clients calls you requesting a new salesperson.

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