Digital Selling and Sales Training Journal

Sales Training Aligned to Your Buyers Journey - The Digital Sales Institute : sales training aligned to your buyers journey will significantly improve your sales performance and results. Take the guesswork out of selling. In a world where it is increasingly difficult to separate out one offering from the next, sales training aligned to your buyers journey can be a key competitive advantage as it will allow you to deliver relevant experiences matched to each step along the process. For you to truly understanding your own buyer’s journey will mean embracing the many turns in the path towards a buying decision. You must acknowledge that success comes from a dynamic approach to selling. Many of us already see the effects of a changing buyer’s journey. The question is, can you be proactive in your drive to change with them. It’s not enough to observe that buying has become more complicated. All of us in sales must make the moves necessary to lead the customer

Sales Tips for New Salespeople - The Digital Sales Institute : In this article we will put forward several sales tips for new salespeople (or even for the more experienced salesperson) to help them improve their sales skills. One would think that selling is becoming easier with the number of tools, data and insights available to salespeople, however the reality is that the sales process is getting longer and more difficult. Some noteworthy sales figures you might find interesting is that over seven decision-makers now engage in the purchasing process on average. Consider the fact that almost 70 percent of business purchasers will research between 2 and 7 sites before any transaction is completed. What makes selling even more difficult is that today, between 50% and 90% of the purchaser’s journey is complete before they communicate with a salesperson. So, one of the big questions a new salesperson asks is how do they hit the ground running and get more buyers to listen to what they