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 Tips | strategy | Sales Meetings

Leveraging the Power of Negative Thinking in Sales

By: Steve Bookbinder
October 4th, 2018

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.

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sales | selling | sellers | Sales Tips | Sales Training | cold calling | small business | marketing | strategy | phone | Motivational | Pipeline Management

3 Strategies for Effectively Developing the Right Calling Approach

By: Steve Bookbinder
February 23rd, 2017

Whether you’re new to sales, or an experienced pro, developing the right approach to making sales calls is a strategic advantage.   As a salesperson, oftentimes the first impression you make is over the phone. Whether that’s talking to a new prospect, building a client relationship, or maintaining contact with long term clients.   Developing an effective calling approach and phone persona is essential to your sales success. But how can you develop an approach that will consistently drive results?   Consider these 3 strategies as you develop, refine, and optimize your calling approach:   

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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 | manager | cold calling | strategy | deal | service level agreement | building client relationships | Sales Training | Sales Tips | Sales Management | Objection Handling

4 Steps to Take When Closing Your Next Deal

By: Steve Bookbinder
February 2nd, 2017

Closing a deal is the ultimate reward for all of the research, preparation, and follow up that goes into building new relationships and maintaining a high level of client satisfaction.

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Sales Tips | marketing | strategy | media salesperson | b2b | Digital Media Landscape

How to Utilize the Power of B2B Social Selling

By: Steve Bookbinder
April 21st, 2014

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strategy | Sales Training | Motivational | Sales Tips

How to Define A Sales Culture

By: Molly DePasquale
May 17th, 2013

What does a sales culture define? Does it dictate the way prospects are handled, instill a standard procedure for customizing solutions, or does it imply that everyone on the sales team is urged to attend training every once in a while? An organizational culture implies that the members of the organization are working towards a common goal. There is a certain set of similar views or beliefs that employees hold across multiple departments. Those beliefs, when united, should ideally move the members to contribute the best they can to an organization's output.  A solid sales culture that provides a constant inflow of revenue, happy clients, productive work setting, and a positive morale is wonderful. Is it attainable?  What are some simple ways that you feel might help build up a strong sales culture?   We'll start off the list with: - reinforcement of core values  

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sales | strategy | Sales Training | Digital Media Landscape | Sales Tips

10 Questions to Ask Before Investing in Sales Training [Free eBook]

By: Molly DePasquale
May 7th, 2013

"20% of the sales force in many companies delivers 80% of the revenue"according to Salesforce.com. Why not aim to help 100% of your sales team achieve its potential? 

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