Digital Selling and Sales Training Journal

This sales leadership article looks at how global teams can improve sales performance. An article on Harvard Business Review stated that to circumvent poor revenue performance, sales forces have to collaborate with each other and pursue new customer opportunities. One thing to note at the moment is how sales have been negatively impacted by digitally-savvy consumers and shrinking markets. A report on successful global teams posted on LHH reveals that in 8 out of 10 sectors, global companies observed how aggregate sales are growing slower than their domestic peers. Global teams are struggling amidst complex supply chains and larger and more diverse workforces. As such, a critical examination of your company becomes imperative. To start, ask yourself if the right workers are in the right jobs. If not, determine whether a talent or skills gap exists across your employees. This information will help you address the issues within your global tea

A review of a sales training course from the perspective of a salesperson wishing to improve their sales skills. In many companies new salespeople begin their role with just some company centric basic training. This approach to sales training creates the impression that a salesperson should first prove themselves before any more investment in their training. Yes, we all know that selling is a producers role, and we are measured by the revenue we bring in. Like all professions the skills needed to sell successfully can be learned and mastered with training. A Sales Training Course Should Include The Following We emailed over 1000 salespeople and asked them questions on their sales training course criteria. Here is a summary of their answers in terms of popularity. The one thing to note is that no one single sales training course can cover all the skills you need to sell today. The reality is that you are the only one who can decide wh

Here we introduce 7 ways to improve the sales experience on your website. The sales experience on your website is critical to gathering leads or even to get your visitors converting to paid customers . Only focusing on the features, services, and items is not enough if you want to outpace your rivals in online sales. You should provide a seamless customer experience. Only focusing on the features, services, and items is not enough if you want to outpace your rivals in online sales. You should provide a seamless customer experience. Online shopping has become a trillion-dollar industry, with many preferring the convenience of at-home purchasing rather than making the trip to a retail establishment. But that does not mean that customers do not miss certain aspects of the traditional shopping experience from time to time. The personalized attention from a store assistant, and quick and easy information about products, are some aspects of

   How to really close a sale is about getting the prospect to take action now. This requires them to give you a yes commitment and agreeing to sign any necessary paperwork. Some salespeople find closing a sale to be stressful, however with the right skill, mindset, and techniques it does not need to be. TO CLOSE A SALE, YOU NEED TO DEFINE THE NEED Defining the need Closing a sale with a prospect is a lot easier when you both take a learning pathway to understand the exact problem, situation, and expectations. The more information you can uncover, the better. The prospect has to come to see your solution as the fix to their problem and then take the steps to get the benefits they envision. On an emotional level if you are able to make them feel that they need it, you are closing the gap between where they are now and the future. Your role as salesperson is to get acceptance that what you are proposing has more value than the cost of other alternatives. To really close a

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

When dealing with sales objections, the first thing you need to understand is that an objection is how a buyer communicates that a gap exists between their current situation and the clarity of the problem to be resolved before proceeding to buy. Understanding what Sales Objections are. So, a sales objection is communicated by a buyer that a barrier exists between the status quo and what needs to be satisfied before making a commitment to buy from you. Unlike concerns (examples include delivery or schedules), an objection arises because the buyer is not convinced or even predisposed, at this time, that your product or service can solve their problems. Remember that buying is a “change management project” so they will have a reluctance towards your offering, as they understand it. An objection is raised as a barrier to a purchase being made due to change, the size of change or the impact that change will have on them and their business. Due to the fact that you as a s

A free series of B2B sales training video examples to help any business or salesperson improve their sales knowledge. We know that salespeople need regular access to sales training and there are a lot of options available online. But before you hand over any more of your hard-earned revenue on sales training, check out these free sales training videos. To help you find the right ones, we have selected a range of sales topics to create a list of B2B to sales training video example. Learning new sales skills is a source of great accomplishment, and that feeling of accomplishing something is one of the best motivators anyone of us can have. But sales training does not have to be expensive, The Digital Sales Institute brings a better model of learning for salespeople to learn the critical selling skills needed to be successful. A whole series of bite sized, easy to digest sales training videos, worksheets, tips and tricks and quizzes. B2B Sales Training Video – Sellin