Digital Selling and Sales Training Journal

  A sales pipeline is a representation of the steps a prospect goes through from initial contact to closing the deal. It helps any salesperson to track the progress of deals, quotes, and potential customers and manage all the sales steps effectively. Too often, salespeople have all of their customer information spread out across different channels. This practice not only is inefficient but also interferes with a consistent customer experience. What Is A Sales Pipeline? So, the sales pipeline will allow salespeople to monitor deals and track customer interactions alongside comments, feedback, and next steps. A steady pipeline of new business opportunities can be the secret to nurturing leads into clients. But where will they come from, and how do you go about converting them? Here is a breakdown of the typ...

Sales success is built on a foundation of proven strategies, strong relationships, and consistent execution. This guide explores the essential elements that distinguish top performers in sales and provides actionable steps to elevate your sales performance. Sales success is all about creating and capturing value. Value is the perceived importance, worth, or usefulness of a product or service. In order to create value for customers, salespeople must understand the buying process and the various issues facing the buyer. The salesperson who can be put in the customer’s shoes, so to speak, has a better chance of recognizing key issues and opportunities.  That salesperson also has a better chance of making the buyer’s life easier, which increases the chance of sales success. Customers and buyers are no longer satisfied with vanilla-flavored product or service sales pitches. They know about your products and services because ...

  This sales negotiation training course will take you through all the steps on how to effectively negotiate and win more deals. The insights will show you how to get buyers to sit up and pay attention to what you have to offer. The skill to position yourself to close deals with major corporations, organizations, or individuals. The sales negotiation training course introduces a detailed approach to the topic of negotiation. With 14 video lessons and a 46-page ebook to download , you will explore all the fundamental sales negotiation tactics, communication, perception, and impression management techniques. How to get desired outcomes for all the parties involved and the issues that sales negotiators face in the negotiation process. This sales negotiation training course will propel your selling to the next level and beyond. In this online sales training course, you’ll learn: How to create your negotiation position. How to apply the feel-think-act approach. What is ...

  Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. This article will help to understand the mechanics of Sales Call Reluctance and to identify the questions that can immediately overcome any fear to picking up the phone and talking with potential customers. The Digital Sales Institute Sales Prospecting Skills course is based on actual real-world selling experience alongside proven methodologies that teach sales professionals all the skills to research, find, engage, and build relationships with viable prospects in order to keep the pipeline well-stocked and achieve your sales goals.   Today’s customers navigate a hyper-connected, digitally driven world, demanding personalized  experiences and value-driven interactions. To thrive in this dynamic environment, sales professionals require a robust set of skills if they are to get the attention of buyers, whether on the phone,...

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...