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.
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:
More than 40 percent of salespeople say prospecting is the most challenging part of the sales process, followed by closing (36 percent) and qualifying (22 percent) (HubSpot). But if you look closer, you can see that these three steps are all very related. If you're unable to generate good, quality leads then you won't be able to close the deal because the lead wasn't a good fit in the first place.
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.
As soon as you close a sale, what should you? Hopefully you’ll give yourself a moment to celebrate and give yourself a pat on the back. But the most important thing to remember is that your work isn’t over, but rather it’s only just begun.
Before we explain how you can leverage the power of negative thinking, let’s first discuss what it is. There are two views on negative thinking: The first, and probably more common, view of negative thinking is linked to things like depression, complaining, worrying, and stressing about everything. It’s the process of finding the worst in even the best situations. It’s about inaction and fear. The second view, and the one we’d like you to focus on today, is about growth, understanding, and learning. It’s the process of visualizing all the bad things that could happen to you, so you become less afraid of taking action. This second view of negative thinking helped me train and successfully swim across the English Channel as well as start my own business in a recession.
If you always ask for the right next steps, you will always have a more qualified pipeline and a more effective way of managing your time and sales activities.
What makes someone successful? Why are they the best? If you look at some of the most successful people in the world, there’s one common belief they all share: They believe in continuous learning and ongoing development. Bill Gates. Warren Buffett. Oprah Winfrey. These are just a few examples of the many prosperous people who are committed to lifelong learning and education. But for most people, your professional day is measured by how much you get done, not by how much you’ve learned. Focusing on getting things done so you can check it off your to-do list without truly thinking about the outcomes and understanding the value of your activities is a sure-fire way to remain the same and never grow. This is why the best of the best continue learning. They don’t just take a ‘get it done’ mentality, they focus on understanding the how and why of things. They focus on learning what’s working and what’s not working and then adapt their approach based on these findings. They are constantly seeking new information and new perspectives to make them better at what they do.