Digital Selling and Sales Training Journal

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 Tips for New Salespeople - The Digital Sales Institute : In this article we will put forward several sales tips for new salespeople (or even for the more experienced salesperson) to help them improve their sales skills. One would think that selling is becoming easier with the number of tools, data and insights available to salespeople, however the reality is that the sales process is getting longer and more difficult. Some noteworthy sales figures you might find interesting is that over seven decision-makers now engage in the purchasing process on average. Consider the fact that almost 70 percent of business purchasers will research between 2 and 7 sites before any transaction is completed. What makes selling even more difficult is that today, between 50% and 90% of the purchaser’s journey is complete before they communicate with a salesperson. So, one of the big questions a new salesperson asks is how do they hit the ground running and get more buyers to listen to what they

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