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 Training | sales questions | Sales Meetings | Value Proposition

6 Ways to Create Urgency in the Sales Cycle

By: Molly D Protosow
October 25th, 2019

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.

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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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silent prospects | sales questions | sales voicemails | sales emails

Rouse Your Silent Prospects: How to Craft Emails and Voicemails that Get Responses

By: Steve Bookbinder
October 20th, 2016

Getting a prospect on the phone or receiving a reply to an email is a common challenge among salespeople. However, it doesn’t have to be.

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Sales Tips | Sales Training | sales questions

How to Avoid 4 Common Sales Mistakes by Asking the Right Questions

By: Steve Bookbinder
June 1st, 2016

Asking the wrong questions can get you the wrong response.

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Sales Tips | sales questions | Sales Meetings

3 Types of Questions to Ask During Every Sales Meeting

By: Anna Adamczyk
October 15th, 2015

When you’re a seller, it’s imperative you make the most out of every interaction you have with a prospect. That’s why it’s so important to ask questions in each and every meeting.

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Sales Tips | Sales Training | account manager | sales questions | how to

How to Sell More Effectively by Asking the Right Questions

By: Steve Bookbinder
March 4th, 2014

Selling right means asking the right questions. This is the single most important sales tip I’ve taken away from the digital world. It’s not just about asking, it’s about learning to listen and interpret the answers.

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