Digital Selling and Sales Training Journal

Buyers are no longer satisfied with product or service pitches. They know about your products and services because they’ve already looked at your website. They’ve most likely read some information or reports on available options, that is, if they are even open to change. According to Gartner research, customers are awash in high-quality, credible information. Improvements in data analytics, content thought leadership, and sales messaging have resulted in high-quality information that informs most business-to-business purchases. In selling today, a new dynamic is ahead that we can’t ignore. Let’s not pretend that the marketplace is going to revert to the way it was. This is the new reality, and it requires a different set of sales skills to succeed. Persistence and assertiveness are the table stakes. Leaning into the chaos requires persistence and assertiveness plus the ability to discern, move quickly, and not rest on the success of past actions. The next shift is comin...

Sales training course materials whether video, PowerPoint slides or sales playbooks, are used to support the learning journey of salespeople. Every sales training course, whether online or delivered in classroom, is designed to improve the sales skills and knowledge of salespeople. The training materials used will cover most of the sales process from prospecting, handling inbound leads, value propositions, objection handling, sales conversations, closing the sale, etc. The important point is that sales training should provide the tools to any salesperson to empower them to have a successful sales career where the company also benefits. Sales Training Impact Too Much Training (or Not Enough) There is a fine line between having too much and too little sales training. If salespeople are required to attend endless training sessions, that seriously cuts into their time to sell. But if they aren’t offered anything at all, they may feel like they are floundering when it co...

A sales call guide with tips on how to maximize every sales call to its full potential and leave with the result you planned for.  The sales call via telephone, remote video, or face-to-face is still the most important business activity for any salesperson. Today, however, the approach must be different—same sales activity as old, but it now needs a different approach.  What is needed is a mindset shift from a call-and-chase mentality to a connection mentality. The shift moves from pushing the customer to compelling the customer. The shift moves from shouting our sales messages to conversations about desires and needs. What is a sales call? According to Salesforce research, 92% of customer interaction occurs by phone, but as many as 85% of customers say they are unhappy with their phone experience. The sales call is an outbound sales method that involves actively reaching out to prospective buyers to generate new or repeat business. It includes everything f...

Mirco sales lessons can be very powerful. Video and multi-media innovations have enabled salespeople to achieve results by using more efficient means. For example, remote meetings, virtual seminars, video emails etc. The mobile phone was once a big block and only used for calls, but now they are slim enough to fit inside a pocket plus offer high end cameras, music, news, and thousands of apps. Well, learning about sales hasn’t fallen behind this “shrinking” effect. Sales training has been updated to better fit work schedules and learning preferences. In today’s selling environment, where continuous learning is expected, watching hours of training videos can be hard. But what if salespeople could receive bite sized micro sales lessons in a more entertaining and memorable way? A whole new generation of people prefer accessing shorter training material on social media platforms such as YouTube or LinkedIn, to online training materials. Quick sales training content pro...

  A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. To keep the sale moving forward to a successful conclusion, salespeople need to gain a series of commitments from the customer. In this guide, we will explore proven strategies that can help you close more sales and achieve your goals. From assumptive and urgency closes to fear of loss and alternative closes, we include practical examples and insights to enhance your closing skills. Whether you’re a seasoned sales professional or just starting out, this guide will equip you with valuable techniques to confidently navigate the closing process and secure successful deals. What does ABC, or ‘Always Be Closing’ really mean? Does it mean being a pushy salesperson—pressuring the customer to decide? Not n...

Build your process with these easy and quick-to-understand steps. Having a documented sales process is one of the biggest contributors to sales success. An effective sales process helps you track your opportunities, create a common language around the steps of the sale, and make accurate forecasts. Different companies have different names and definitions for their sales stages. Depending on the size and complexity of the deal, sales processes can have between three and eight sales stages. But it doesn’t matter how many there are or what they’re called, as long as everyone agrees and understands each stage. What Are the Main Sales Process Steps? Regardless of whether you are new to sales or an experienced salesperson, the following easy-to-follow steps will guide you through a successful process that adds to your sales engagements. As what each company sells to whom is different, you should adjust or add steps as needed to accommodate your business, product, or prosp...