Digital Selling and Sales Training Journal

Cold Calling Techniques : Cold calling has evolved from a standalone blunt prospecting activity into a tactic that when combined with social selling and data is a powerful customer recruitment method. Not every business can rely or wait for inbound marketing to produce enough leads to grow revenue, so more outbound sales tactics need to be implemented, to reach out and engage potential customers.  It may surprise you but 1000’s of buyer meetings and webinar attendance have come about as a result of “cold calling techniques”, in fact the success rate of cold calling is improving not declining. Cold calling techniques Cold calling is NOT DEAD but it has evolved. The reason for the improvement in cold calling success is that it has become more data driven, more targeted and blended to work with social selling and social media. Cold calling techniques now form part of a planned sales prospecting strategy and not just a numbers exercise. Remember that selling is fundamentally

Sales Prospecting Definition : A sales prospecting definition is the sales activity involved in profiling, engaging and nurturing prospects so they become paying customers. Sales prospecting is NOT about trying to find buyers in the market now to purchase your particular product or service.  It’s not that easy!! The end goal is to eventually move prospects through the sales funnel until they convert into revenue-generating customers. It is associated with a goal of increasing the customer base of the company and generating new revenue streams.  This definition can be customized to a particular business to account for their ideal customer profile, market, products and business model. Without new customers, a business will have limited potential to grow, while some sales growth will come from existing customers, it is not sustainable due to customer loss, churn and circumstances. This is why sales prospecting is one of the most important sales activities any salespers

Sales Skills Training : Sales Skills Training Sales skills training should empower the salesperson to reach a higher level of sales performance when selling to customers and prospects. We know that the role of a salesperson is evolving at a faster pace since sales skills were codified over 100 years ago. The main catalyst for the changing role of salespeople has been the amount of information buyers can access on the Internet and social media.  In fact, reports now show that the B2B buying process is not too dis-similar to the way consumers purchase, hence the growth in the SaaS and Freemium models. This has had the knock-on effect of the traditional sales process being no longer valid placing an onus on sales skills training to accurately reflect todays buyers journey. The challenge for both the business and the individual is to invest more time in sales skills training to learn and understanding the core selling skills for today’s digitally driven buying environm