Digital Selling and Sales Training Journal

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

Inside Sales Jobs Role : Inside sales jobs role and description is changing fast as technology,AI and digital tools take hold. Learn about the future of inside sales. The future of sales is not an Outside V Inside salesperson argument but a Salesperson V Technology one, because even today technology is now facilitating greater numbers of sales conversations (up to sale completion). What will the inside sales jobs role look like in three-to-five years? The inside sales role will evolve in line with technology. These roles will evolve to become way more value add using sales tools, AI and technology. However, most inside sales jobs will decline or even be eliminated altogether as technology replaces many customer interactions. Many experts believe that within five years, the inside sales jobs role will be completely determined by artificial intelligence. The use of data for trends, insights and sales activity with CRM will be outputted by AI, as it has the ability