Digital Selling and Sales Training Journal

Sales Funnel - The Digital Sales Institute : The use of a sales funnel allows sales management and trainers to identify what sales activities are posing a challenge in the sales process. A sales funnel is the process a salesperson works to in order to convert prospects into qualified leads or sales. A typical sales funnel will have stages that each sales lead goes through. These funnel stages are based on the steps in the company’s sales process that the salesperson leads the customer through. Why use a Sales Funnel? By implementing and aligning sales activities to a sales funnel , sales management and trainers can identify which stages are posing challenges in the sales process. To also understand where individual salespeople are struggling to progress leads, for use in sales forecasting and measure conversions rates more accurately. The sales funnel should be used as a training and sales tool to give the sales team insights into their prospects or customer’s buying journ

Online Sales Training Platform - The Digital Sales Institute : The use of an online sales training platform can have multiple benefits within any sales organization. Due to time pressure, cost and changing learning preferences, classroom-based or day long sales training is becoming obsolete. Today, many sales leaders and trainers see the use of an online sales training platform as the best solution to improve sales performance, no matter the size of the sales team. Due to advances in video, technology and bandwidth, giving access to salespeople to improve their sales skills with online sales training is not the big decision it once was. Typically, an online sales training platform will have a number of sales training programs that covers a multitude of topics from sales prospecting, cold calling, business development, digital selling, presentation skills etc, so a sales training program could be implemented relatively quickly. Let us look at some of the reasons why sales

Sales Training Programs Worth Taking : Sales Training Programs Worth Taking. n any sales techniques training, the salesperson needs to learn how to challenge the customers status quo because in sales the biggest competitor in securing a deal is not the competition but the buyers status quo position.  Other sales techniques to master include magnifying the pain points, making the challenges, obstacles or opportunities as real as possible to the customer plus positioning the true cost of doing nothing as unbearable.  Learn to be a MOP, a Master of Performance.  People buy from experts and advisers, so confidence is vital. Similar to an actor, salespeople need to learn to tell stories and master to let words flow naturally. Sales Training Programs Worth Taking Topics Here are some suggestions on a range of topics or themes to consider for sales training programs worth taking. How to educate a prospect with new perspectives: Sales training that coaches a salesperson to

Sales Training Online : Sales training online is gradually replacing classroom based sales training due to time and business pressure within the selling environment. Sales training online can transform the delivery of sales training programs to a greater number of sales people to boost sales performance in the short to medium term. One of the many benefits around sales training online is that salespeople can learn new sales skills at their own pace, wherever they are and at a time that suits them. This channel for sales training fits perfect for inside sales, time restricted sales people, remote or dispersed sales teams and in the field sales professionals. Sales Training Online The foundation for success in any sales training online program is to master that selling is about conversations and commitments. Once they master the various steps and skills around these core selling skills, then the sales people need to learn how to adopt a seller’s mindset coupled

Sales Performance Improvement : A Sales Performance Improvement plan can deliver higher sales results and prepare the sales teams for the next phase of expected sales growth. Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance.In fact sales teams that go through a sales performance improvementprogram outperform sales teams in companies that don’t. What is Sales Performance Improvement? Sales Performance Improvement or SPI forms part of the business sales strategy to guide sales people in improving their ability to sell. It focuses on educating and motivating the sales team to take ownership of their own goals, and to achieve these goals by following a set of sales effectiveness guidelines. Sales Performance Improvement should not be confused with sales training or incentives. Sales training and incentives that drive the correct sales behaviors and outcomes are imp

Social Selling Training Course : The benefits of taking a social selling training course can be measured in the increased level of customer engagement on the social channels. What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn?. The impact of social selling on the sales process is something salespeople and especially sales management can struggle with. Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement. Our social selling training course helps salespeople to master how social is a change agent in the sales process, how it can be used to influence the digital savvy buyer and using social selling to trigger a change management project with customers. Social selling plan The adaptation of social selling into the DNA of any sales strategy is vital because relying solely on the more traditional sales methods only lead

Sales Training Courses For Beginners : Sales training courses for beginners is normally focused on all the general selling skills a new salesperson will need to acquire over a relatively short time period. In today’s content filled, competitive, buyer self-educating environment, persuading someone to buy is becoming increasingly difficult. This article explores what sales training courses for beginners typically cover starting with why customers act in the way they do in order to help new salespeople to adapt and improve their approach to selling. It’s all about helping create more impact with customer engagement and improving sales results. Sales training courses for beginners should be separated into two different types of sales training. The first sales training courses beginners’ program needs to focus on teaching all the basic aspects of sales. The sales training course will cover how to sell in the general sense, from sales prospecting, cold calling, busine