Digital Selling and Sales Training Journal

What is a sales cycle definition What is a sales cycle? Let us begin by explaining what is a sales cycle and why it is a critical component of any sales strategy. A sales cycle is a map that lays out the step-by-step process that salespeople will follow that maximizes the possibility of a sale.  They can be long (in enterprise sales a year is not unusual) or short (in transactional selling it can be less than 30 minutes). It is the roadmap for a salesperson as they undertake sales activity because it guides them along the path to reach their end destination. Most sales cycles are aligned to the buyer’s journey that a customer follows to buy a product. Understanding the Sales Cycle When sales activity is broken into steps, a business can gather information on where customers enter or leave the buying journey. The success of each step becomes

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 Questions for Discovery - The Digital Sales Institute : Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations. The goal of sales questions for discovery purposes is for salespeople to have valuable conversations with various customer profiles and adapt the company’s value proposition to the unique situation of each buyer. Great conversations should happen on purpose, not by accident. But to have conversations that win, the sales questions, messages, storytelling, marketing content, and sales skills need to work together. Sales Questions Sales Questions “In B2B selling only 3% of your market is actively buying at any given time, 57% are not ready and 40% are poised to begin.” – Aberdeen Group The above percentages support the logic

Sales Training Buyers Guide : Sales Training Buyers Guide This sales training buyers guide has been written to assist in designing a sales training courses alongside the sales skills salespeople need to compete in the digital economy.  Due to the evolving nature of buyer interactions across multiple channels, sales teams need to be equipped with a deeper understanding of the company’s target customer profiles. Also, insight into the buyer’s journey has become important in determining the level of success when salespeople try to engage a prospects and potential customers. When implemented correctly, a sales training buyers guide will impact the effectiveness of the sales strategy and boost the skill levels of the entire sales force. Sales training buyers guide The impact of social media and the digital channels in providing buyers with self-service levels of knowledge has somewhat diminished a salespersons role in the buyer-seller relationship. Buyers can be as much as 60%