How to Overcome Sales Objections 

How to overcome sales objections. Republished from of The Digital Sales Institute.  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 whatContinue reading “How to Overcome Sales Objections “

Digital Selling Overview

Digital Selling Overview An overview into digital selling, which is the process of leveraging digital assets (white papers, research, articles, news, offers etc) and communicating to attract customers through digital channels to build trust and credibility. Digital selling is an Omnichannel method that may include social media as well as other digital channels such asContinue reading “Digital Selling Overview”

Sales Training for Beginners

Sales training for beginners should focus on the broad range of general selling skills a new salesperson will need to quickly acquire. In today’s digital noisy, content overloaded and highly competitive environment, trying to persuade a customer or prospect to commit to purchasing is becoming increasingly difficult. So, let’s explore what sales training for beginnersContinue reading “Sales Training for Beginners”

How to Sell

How to sell successfully takes training, time and practice. Successful selling should not only lead to higher revenue and levels of sales performance but also in more increased customer loyalty. Selling is not becoming any easier due to the remote buyer, digital influence and access to presales knowledge. The digital era has changed the wayContinue reading “How to Sell”

A Sales Prospecting Guide

Source: Sales Prospecting Guide – The Digital Sales Institute A sales prospecting guide to help reconfigure your sales efforts to align with the new reality that surrounds us. Attracting and engaging new customers is going to take more effort, planning, strategy, and tactics within the sales process. Sales leaders everywhere will need to take responsibilityContinue reading “A Sales Prospecting Guide”

Sales Discovery Questions 

Source: 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 discoveryContinue reading “Sales Discovery Questions “

Sales Training Aligned to the Buyers Journey 

In a world where it is increasingly difficult to separate out one offering from the next, sales training aligned to the 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 willContinue reading “Sales Training Aligned to the Buyers Journey “

Sales Tips for New Salespeople 

Sales tips for new salespeople includes fourteen helpful insights into how to boost your selling skills from The Digital Sales Institute. Source: 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 themContinue reading “Sales Tips for New Salespeople “

Selling Definition In The Sales Process 

Source: A Selling Definition In The Modern Sales Process – The Digital Sales Institute Selling definition in the sales process could maybe be summed up in two words – “relationship building”.  Is selling today all about relationships? We know that selling is an exchange of one product or service for payment(money). The question is howContinue reading “Selling Definition In The Sales Process “