Are your salespeople ready to sell is a million-dollar question for any company. How do they or indeed any sales person know when they are ready to sell? The importance of this question lies in the relevance of professionally trained and prepared salespeople.

Sending an unprepared salesperson on to the “battlefield” can reduce customer acquisition and even make you lose important clients. However, you can also backtrack your business if talented salespeople get stuck in the training process.

To identify “molded” salespeople, you should focus on their achievements. Some of them can fit into the role much faster than others…


B2B sales messages is about demanding attention of the customer or prospect. All successful businesses have a value proposition which distinguishes their brand. Social media and correct branding your businesses puts your name out there. Build brand recognition in your industry using the social channels, and you will be able to attract new clients with less effort. A relevant part of that branding journey is writing an impactful B2B message. Make an impression that lasts. Compose a winning first B2B message, and you’ll be ready to start conquering the market. Communicating your message can be a challenge. You should be…


Learning and development departments need to deliver sales training that works if they are to engage their sales force in these uncertain times. We know that the acquisition of new customers and even developing deeper relationships with existing customers has become allot more difficult. Every salesperson must figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges.

Sales leaders, sales enablement leads and coaching need to step up to meet this challenge. So, they need training that develops not only a salespersons hard selling skills, but their soft selling skills, digital engagement…


Selling to customers in the digital era has become somewhat more complicated. So, salespeople and businesses need a different approach if they are to flourish in the new world or way of sales. Selling is all around us and buyers are being bombarded with emails, phone calls, social media messages, connection requests etc. How does a salesperson or business differentiate themselves in a noisy market?

With more access to information, the B2B buying process has become longer (an average of 4 months to close a new customer) and involves more decision makers (an average of 6.8 buyers). …


The B2B sales strategy for the future will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. Sales leaders looking to balance their immediate goals with long term opportunities will need to plan for the four N’s. The Now, the Next and the Never Normal. No business can plan to go back to the old way of doing things. The winners will aggressively adapt a sales strategy that finds new ways of operating.

The Now phase is the immediate focus on workforce, customers, and suppliers. The Next phase will…


In this article we discuss the essential sales skills needed now by nearly every salesperson. They should seek to master these skills as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. The world of selling is moving fast around us, moving towards digital, moving towards soft skills and moving towards helpful consultative selling without the hard sales pitch.

Regardless of how we consume our sales training, the program content should ideally target the essential sales skills. …


Sales training programs online could become the preferred delivery channel over the next few years. Online sales training has both advantages, disadvantages, and parity with the more traditional approach to up-skilling salespeople. Remote working, flexible working hours, cost, productivity, and preference will lead to sales training being delivered online with a decline in traditional instructor led classroom training.

The hard reality facing salespeople and sales leaders is that the selling environment has changed dramatically. Whether that is as a result of disruption, digital platforms, and buyer preferences. …


These sales insights for the years ahead to 2025 and even beyond will probably shape how sales organizations go about selling. Old sales strategies and sales tactics playbooks will be torn up as rapid innovation is changing how buyers buy. Technology and social media is opening up new ways of accessing information while disruption has engulfed nearly every salesperson. Unfortunately, many organizations have been slow to respond, preferring to rely on traditional sales strategies.

One of the critical sales insights to accept is that B2B buyers are now being influenced in their buying behavior by their own experience as a…


Some sales tips for 2021 and beyond as we ponder some important questions. It goes without saying that 2020 shook the sales world and a new reality was born. No matter what happened in 2020, the continued rate of change is driving an increasingly competitive selling environment, lowering barriers to entry for companies and products. Add in the fact that expectations and preferences of customers continue to evolve.

These forces are changing how businesses and salespeople operate, from selling tactics and business models to product offerings. In 2021 and beyond, salespeople with the right mix of technical and soft skills…


What is a sales cycle?

Let us begin by explaining what is a sales cycle and why it is a critical component of any sales strategy.

A sales cycle is a map that lays out the step-by-step process that salespeople will follow that maximizes the possibility of a sale. They can be long (in enterprise sales a year is not unusual) or short (in transactional selling it can be less than 30 minutes). It is the roadmap for a salesperson as they undertake sales activity because it guides them along the path to reach their end destination. …

Digital Sales Institute

The Digital Sales Institute — Online Sales Training Programs https://www.thedigitalsalesinstitute.com/

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