Digital Selling and Sales Training Journal

  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,...

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...

How to sell and engage buyers in the digital, remote, and noisy world is definitely a challenge we all face. Without a learning pathway, very few of us salespeople will ever get to master the sales skills to be truly successful. The spray and pray days of contacting buyers with little more than a sales pitch to hit our sales targets have long since passed. The modern buyer demands more and expects a more personalized, tailored experience. So, we need to be experts in our market, an advisor, a trusted source of data, a credible resource, and a consultant all in one. We are no longer just selling; we are a sharer of information. And we need to be bring more value and insights than the information the buyer can read freely on the web without us!! How to sell and engage buyers Buyers whether B2B or a consumer are re-evaluating how they buy, how they want to be dealt with, the experience they want when purchasing and the values of the salespeople they communicate with. T...

 Learn how to create sales prospecting emails that will get read and generate responses from prospects and customers as part of your sales tactics. The role of sales prospecting emails in the sales process gets questioned from time to time. Well, we do live in a fully digital age, we make online purchases; we communicate with family and friends via texts and social media posts. Any business engaged in marketing and sales must use all the digital means at their disposal, from stunning websites, engaging, and compelling blog posts, social media promotions, online advertising, and more. All of these are designed to keep existing customers and to attract new ones. How About Email? One primary method of finding prospects is through emails. In fact, if done right, research shows that Email marketing has a high ROI of all marketing activities and tools. For every dollar spent, marketers can expect an average return of $42. The question b...

Re-posted from original article at Sales Prospecting Guide - The Digital Sales Institute : A sales prospecting guide to help reconfigure your sales efforts to align with the new reality that surrounds us. Attracting and engaging new customers is going to take more effort, planning, strategy, and tactics within the sales process. Sales leaders everywhere will need to take responsibility for putting their sales teams in a position to compete in the new reality of remote selling. If the stated aims of all business are to “Acquire, Develop and Maintain Customers at a Profit”, then to grow (even at a slower pace) will require companies to have a customer acquisition strategy where prospecting plays a key role. It is important to note that the building blocks for successful sales prospecting o r lead generation are not solely down to sales skills but a combination of buyer personas, data, accurate targeting and understanding the buyer’s journey. What is Your Sales P...

Sales Discovery Questions - The Digital Sales Institute : Sales discovery questions are used to move a sales conversation with our customer or prospect into the “why care” stage. To make the customer care about what we are saying, we need to uncover information, a pain point, or a problem we can solve. Without discovery questions, we cannot move to the why care (our unique and personalized value proposition for this customer), and if we cannot get the customer to care then there is little opportunity to continue a sales conversation. Real and impactful discovery questions should give us a deep understanding of our customer, their challenges, and problems. No problem means there is no sales opportunity. Discovery calls set the path of how we approach the deal and we rely on the answers obtained as we walk alongside the buyer on their journey. It is important to understand that the purpose of discovery questions is to determine whether you and your buyer have reas...

Sales Prospecting Training – Social Media Selling and Marketing – Medium : Sales Prospecting Training will teach you the entire process of searching for potential customers, clients, or buyers in order to develop a new business relationship. Learn how to engage, qualify and move prospects through the sales funnel until they eventually convert into revenue-generating customers. Sales Prospecting is the first step in the sales process and the key which unlocks future relationships with paying customers. It is also a critical part of the sales process for increasing the customer base of the company and generating new profitable revenue streams. Core Steps in Sales Prospecting Learn the core steps in sales prospecting. The online sales prospecting training course covers: Formulating Prospect Definitions  Searching Out Potential Accounts  Engaging with Prospects  Qualifying Prospects against Criteria  Determining Needs and Pain Points  Matching So...

Sales Prospecting Training : Sales prospecting training that improves sales skills in prospect identification, profiling, cold calling, cold emails, buyer engagement and lead nurturing. Sales Prospecting Training Our SalesProspecting Training will teach you the entire process of searching for potential customers, clients, or buyers in order to develop a new business relationship.Learn how to engage, qualify and move prospects through the sales funnel until theyeventually convert into revenue-generating customers. Sales Prospecting is the first step in the sales process and the key which unlocks future relationships with paying customers. It is also a critical part of the sales process for increasing the customer base of the company and generating new profitable revenue streams. Core Steps in Sales Prospecting Learn the core steps in sales prospecting. The online sales prospecting training course covers: Formulating Prospect Definitions Searchin...