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.
As a professional salesperson, a common challenge is creating a sense of urgency with your prospects and customers. Creating a sense of urgency without appearing aggressive or pushy is a learned skill based on conducting good discovery, understanding the needs of the prospect, and asking the right questions of the right people throughout your sales process. Urgency gives your prospects a reason to move forward and overcome inaction. You need to help them understand why every day, week, or month without your product hurts their business so they’re compelled to act as soon as possible.
Video is such a powerful and dynamic medium for communication.
Are you feeling the burn of the summer slump? A study by Captivate Network found that workplace productivity takes a 20% hit during the summer months. The study also found that attendance decreases by 19% and projects take 13% more time to complete.
Sales requires constant communication. You’re either writing an email, crafting a proposal or sales presentation, gathering information over the phone, asking questions during a meeting, listening to a client’s feedback, and the list goes on. Salespeople have to be expert communicators. This is especially true since the buying process has changed. Buyers are more informed, which gives them more power. In fact, according to an Accenture study, 94% of B2B buyers say they actually conduct online research before making a buying decision. And guess what? A report from Forrester stated that 59% of buyers prefer to do research online instead of consulting a sales professional because they believe that salespeople are likely to push their agenda rather than focusing on solving the problem.
What is sales momentum? How do you build and maintain it? Sales momentum is created as a result of your ability to maintain a certain velocity and consistency in your sales efforts. Oftentimes, it’s really not about your sales skills, it’s about your persistence and grit. And deals can stall in the pipeline because you simply get busy or just flat out stop following up. The more persistent, yet respectful, you are in your sales activities the more momentum you’ll gain. So what can you do? Simply follow these four steps:
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.