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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Motivational | Sales Training | Sales Tips | Sales Management

Be Your Own Career Coach: Identifying Priorities & Uncovering Next Steps

By: Molly DePasquale
April 19th, 2018

As a kid your biggest goal was probably something along the lines of riding your bike without training wheels. In high school, maybe you were focused on making the varsity basketball team as a freshman. During your college years perhaps your greatest ambition was to land a prized internship or graduate Summa Cum Laude. Different goals capture our attention at different stages of our lives. Now, your goals are likely more career oriented.  This means you must learn how to become your own career coach. If you know what your number one desired career outcome is, all you need to do is commit and then get started! ....Easier said than done.  Once you've committed to becoming your own career coach, the very next thing to think about is identifying your priorities and uncovering your next steps. So, what can you do to start being your own coach? 

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Sales Tips | Sales Training | Pipeline Management

How To Approach a Winning Sales Call

By: Steve Bookbinder
April 12th, 2018

In an ideal world, every sales call would be a winning sales call. Unfortunately, this is not the world we live in; however, with the following tips you can increase your number of sales wins without having to drastically change your approach. The key differences between a successful seller and a mediocre one are nuanced in nature. It comes down to who is more prepared, who has gone out of their way to get to know the client, and who is able to sell simply through rhythm of conversation rather than an overly rehearsed and stiff pitch.  We've broken down our recommended winning sales approach into four categories (we've even created an infographic you can use as a handy reference). Read through and see if you can incorporate the following strategy into your next sales call! 

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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 | Pipeline Management | Sales Training

Sales Demos vs. Sales Presentations: What's the Difference?

By: Molly DePasquale
March 29th, 2018

What is the difference between a sales demonstration and sales presentation? The distinction between the two comes down to timing and intention. A sales demonstration is typically what happens early in your sales process and is meant to show your prospects and customers how to apply your product, service, or solution. It's the cumulative result of research, process, and most importantly, an effective needs assessment. A sales presentation is typically what happens toward the end of your sales process. It is meant to highlight and prove the value of your solution as well as tell a compelling story and align your message with the needs of your audience while also providing a strong call-to-action that appeals to the emotions and desires of your audience.   Knowing the difference between the two will help you enhance your sales approach and allow you to apply the proper strategy to each opportunity and sales situation. Let's look at demonstrating and presenting from 4 different perspectives: 

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Sales Training

Does Sales Training Really Work?

By: Steve Bookbinder
March 16th, 2018

It’s a weighted question, and the answer depends on who you ask. Far too often, sales managers will give “lip service” to sales training, but never really do what’s required to make it worth the time and effort. Merely “checking the box” and providing a once a year training event is simply not enough. Both sales reps and managers must perceive training as an integral component to the culture of the organization, and not something that’s “optional” or “extra.” For sales training to really make an impact, it needs to be: personalized, ongoing, actionable, and supported by a coach. Because training is about changing behavior. It doesn’t matter whether you’re training for a marathon or learning a new skill, training means you’re changing your habits and activities in order to reach a specific goal. To help you make the most of your training efforts, we’ve outlined 3 tips to help you do just that:

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Pipeline Management | Sales Training

6 Ways to Increase Your Sales Forecasting Accuracy

By: Steve Bookbinder
March 9th, 2018

Sales forecasting is about taking the necessary actions and implementing proper sales techniques to understand, predict, and forecast promising sales.  Forecasting helps you to put things into perspective. It allows you to see both the possibilities and challenges of pipeline management, and then plan your next steps. Accurate forecasting helps you to maintain full control of your pipeline. However after working with thousands of salespeople and sales managers, we’ve reached a definitive conclusion about most of the sales forecasts salespeople submit…they’re inaccurate and unreliable. In fact, 44% of executives think their organizations are ineffective at managing their sales pipeline according to research conducted by Vantage Point Performance and the Sales Management Association. What can you do to increase the reliability and accuracy of sales forecasts?

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Sales Tips | Sales Training | Pipeline Management

How to Approach an Inbound Sales Call

By: Molly DePasquale
February 8th, 2018

Did you know that around 92% of all customer interactions take place over the phone? This means being able to communicate effectively over the phone is a skill worth perfecting. You need to be able to seamlessly handle objections, address concerns, and answer questions.  Whether you're in a sales or customer success role, there are four things to consider when speaking with prospects and customers over the phone: Slow Motion Agree Know Can I Ask?

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