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.
High-performing athletes, whether football, baseball, golf, tennis, swimming, etc. share common qualities and traits.
A healthy sales pipeline means you have the right balance of opportunities at every stage. A sales pipeline stage represents each step a prospect takes through your sales process, from becoming a lead to becoming a customer. But it all starts with a first appointment. It is the foundation to building a solid pipeline.
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.
Video is such a powerful and dynamic medium for communication.
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.
Competitive selling is a combination of three things: mindset, competition, and positioning Let’s explore each: Mindset Competitive selling starts with your mindset. Your mindset is motivated and empowered. You are not driven by income, but rather from the satisfaction, challenge, and personal achievement that a career in sales affords. It also means you see sales as a game to play, to have fun with and to win. Competition You’re ruthless about understanding the industry (or industries) your solution serves as well as getting to know the competitors you’re likely to face on a daily basis. This doesn’t mean you’re constantly comparing yourself to the competition, it simply means you’re knowledgeable about what they offer and how your solution is unique and different. Positioning (Point-of-View) Your positioning or point-of-view is a particular attitude or way of considering a matter. It’s your position and passion towards the solution you’re selling and the people, companies and industries you help. When combined, these three elements give you the ability to leverage competitive selling as an approach and strategy.
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: