Digital Selling and Sales Training Journal

Objection Handling Sales Skills - The Digital Sales Institute : Objection handling sales skills is key to keep sales conversations moving forward. Learn the techniques tips the experts use on sales calls. Objection handling sales skills is a vital part of any salespersons training. In fact, many experts in sales believe a sale doesn’t start until the customer gives some objections. Handling sales objections should be viewed as a normal part of any sales conversation. It is just another skill to be mastered as part of any sales process. With your sales mindset fully tuned, you see any sales objection as an opportunity to learn more about the customer’s needs, and to then open up a simple sales conversation with some pointed questions or a personalized value proposition. The best tip for handling sales objections is to be prepared. They are going to happen in nearly every sales proposal. So, walk in the customer’s shoes, what objections will they have as they relate to

Online sales courses are one of the biggest revolutions in the world of sales training. The growth of online sales courses reflects the change in expectations from the modern salesperson. They want to learn in an environment that is familiar, convenient and easier to access. So, let’s start by understanding why online sales training has become the channel of choice for both individual and corporate sales training requirements. Firstly, it is important to understand the target audience. The modern salesperson is keen to learn and up-skill, in fact survey after survey shows that nearly 60 percent of them prefer opportunities to learn new sales skills at their own pace while over 50 percent prefer access to sales training materials at the point of need. Sales trainers and salespeople now understand that for a whole host of reasons, they need to rely on online sales courses to cater to varied learning requirements. The rise of digital is transforming the sales process and

This list of sales statistics to boost selling results can also be used to shape your sales strategy implementation. Sales statistics and data are factors now important in defining any selling activity or investment from social selling to inbound sales. Sales statistics are also critical for sales channel selection and how to drive deeper customer engagement. GENERAL SALES STATISTICS Selling today is now more complex as there are an average of 7 decision-makers involved in the B2B buying process. Nearly two thirds of B2B buyers state that prior to completing any purchase they researched at least two but as many as seven B2B sites plus between 50 and 90% of the buyer’s journey is complete before they interact with a salesperson. A B2B buyer experience survey recently reported that B2B buyer’s believer that the purchasing process is more tedious due to more detailed ROI analysis (77%), more extensive research activity (75%), and increased buying group members (52%).

Free Online Sales Training - The Digital Sales Institute Accessing free online sales training lessons are a great way to start your learning journey to improving your sales skills. During your sales career you will need to learn critical selling skills including how to attract and engage customers, lead generation, conducting sales calls, identifying opportunities, sales presentations, handing objections or obstacles alongside a range of techniques to close deals. While our free online sales training is not a comprehensive sales program, it can act as a first step to understanding the key aspects as to what it takes to becoming a more successful salesperson. It is always worth pointing out that your investment in any sales training program, whether that is in time or cost, must be personal to you. Your sales skills are something that you own, they have come about through learning, experience, hard work and on-the-job practice. Plus, they will be with you throughout y

Animation in Sales Training - The Digital Sales Institute : Animation in sales training is a superb method to deliver online sales training programs. The use of animations and whiteboard animation in the delivery of sales training programs and courses is proving successful as it can re-create that educational feel. Animation is also able to break down sales training concepts into enjoyable and engaging sales training videos. Remember, that sales training program design is not about the behavior of the interface, it is about impacting the behavior of salespeople. In this post, we break down the scientific grounding for animation in sales training programs and courses. Research shows that multimedia and animation support the way that the human brain learns. We know that people learn better from words and pictures than from words alone. Educational scientists have proven that animation images alongside text in video with audio narration is better for learning than just images or som

Sales Strategy Template - The Digital Sales Institute : Sales strategy template with examples for creating a realistic sales strategy or sales plans to win more customers and profitable sales. A sales strategy template sounds like an activity only large companies would consider doing. The reality is very different as everyone in business, from a small business to entrepreneur and salespeople can benefit from understanding the workings of a solid sales strategy. The motivation or reasons to create a sales strategy template is that business success is tied to the ability of the enterprise to generate sales. The revenue and profits that are generated from the sales activity of the business is a direct result of the effectiveness of the sales strategy. Why create a sales strategy? The sales strategy template will outline the step-by-step plan for salespeople and the business to follow in order to sell their products or services, with the stated purpose of gen

Learning Sales Skills Online - The Digital Sales Institute : Learning sales skills online has many learning advantages for a salesperson, including that training lessons are more convenient and retentive. So, how salespeople at all levels of experience take better advantage of online sales training? Also, what is the most efficient way to learn and absorb as much information as quickly as possible? How Learning Sales Skills Works Learning any new skill including sales skills works the same way. We all rely on memory and neural schemas to learn new skills. Any learning that we undertake relies on our ability to tap into our memory bank, so that we can then adjust to the new information being presented. So, learning sales skills is an active process that involves a level of sensory input to our brains, and our ability to extract meaningful data from the sensory input by paying attention to it so it reaches our short-term working memory. Then a potential transfer of