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DMTraining

Accelerating Your Sales Success


Description
With so much information at your fingertips, it can be frustrating and time-consuming to find the information you need when you need it. That's why we've curated a unique set of videos, audios, playbooks, and more to help you improve your sales pipeline and performance.
Content
  • Welcome & Introduction
  • How to use this library
  • How to Create a Great First Impression
  • The Power of Changing Other’s Reactions
  • Delivering Great Answers: Preparation and Performance
  • Taking Your Cue from the Customer: Reading Non-Verbal Signals
  • Time Management
  • Time Management
  • Playbook for Time Management
  • Preparing for & Leading Great First Meetings
  • Overview of Preparing for a Great Sales Meeting
  • Great First Meetings: 10 Steps for Consistently Great First Meetings
  • Checklist for Meeting Preparation
  • Second-Level Questioning
  • Second-Level Questioning
  • Cheat Sheet for Asking Second-Level Questions
  • The Onboarding Program for High-Performing Sales Pros
  • Lesson 1
  • Your Two Big Goals (clone)
  • Lesson 1 Video Transcript (clone)
  • [Tool] Estimating the Numbers (clone)
  • Lesson 1 Quiz (clone)
  • Lesson 2
  • Breaking Down Your Quota (clone)
  • Lesson 2 Video Transcript (clone)
  • Lesson 2 Quiz (clone)
  • Lesson 3
  • The Real Reason You Were Hired (clone)
  • Lesson 3 Video Transcript (clone)
  • Lesson 3 Quiz (clone)
  • Lesson 4
  • Landing Your First Deal (clone)
  • Lesson 4 Video Transcript (clone)
  • Lesson 4 Quiz (clone)
  • Lesson 5
  • The Numbers That Deliver The Number (clone)
  • Lesson 5 Video Transcript (clone)
  • [Tool] Estimating the Numbers (clone)
  • Lesson 5 Quiz (clone)
  • Lesson 6
  • Lead Generation (clone)
  • Lesson 6 Video Transcript (clone)
  • [Tool] What will drive lead sources for you? (clone)
  • Lesson 6 Quiz (clone)
  • Lesson 7
  • Proposition and Success Stories (clone)
  • Lesson 7 Video Transcript (clone)
  • [Tool] Developing Your High-Level Messaging or Elevator Pitch (clone)
  • Lesson 7 Quiz (clone)
  • Lesson 8
  • Sales Pipeline Strategies (clone)
  • Lesson 8 Video Transcript (clone)
  • [Tool] Sales Process/Pipeline Stages: System & Explanation (clone)
  • [Tool] A Framework for the Continuous Qualification of an Opportunity [SIFT] (clone)
  • [Tool] Summary Deal Qualification Matrix (clone)
  • [Tool] Fundamental Principles of a Sales Process & Pipeline Workflow (clone)
  • [Reading] Pipeline Forecasting (clone)
  • Lesson 8 Quiz (clone)
  • Lesson 9
  • Inspection Questions (clone)
  • Lesson 9 Video Transcript (clone)
  • [Reading] Inspection Questions (clone)
  • Lesson 9 Quiz (clone)
  • Lesson 10
  • Preparing for First Phone Conversations (clone)
  • Lesson 10 Video Transcript (clone)
  • [Tool] Preparing for the 1st Phone Conversation(s) (clone)
  • Lesson 10 Quiz (clone)
  • Lesson 11
  • Preparing for the First Meeting (clone)
  • Lesson 11 Video Transcript (clone)
  • [Tool] Meeting Preparation Template (clone)
  • Lesson 11 Quiz (clone)
  • Lesson 12
  • Qualifying and Creating the Opportunity (clone)
  • Lesson 12 Video Transcript (clone)
  • [Tool] Deal Qualification Template (clone)
  • Lesson 12 Quiz (clone)
  • Lesson 13
  • Opportunity Capture (Creating the Outline) (clone)
  • Lesson 13 Video Transcript (clone)
  • Lesson 13 Quiz (clone)
  • Lesson 14
  • Opportunity Capture (Negotiating & Getting Corrected) (clone)
  • Lesson 14 Video Transcript (clone)
  • Lesson 14 Quiz (clone)
  • Lesson 15
  • Strategizing Opportunities (clone)
  • Lesson 15 Video Transcript (clone)
  • Lesson 15 Quiz (clone)
  • Lesson 16
  • Digital, Social, and Personal Marketing (clone)
  • Lesson 16 Video Transcript (clone)
  • [Tool] Multitouch Outbound Prospecting (clone)
  • Lesson 16 Quiz (clone)
  • Overview of Pipeline Management
  • Pipeline Management
  • Maintaining Your Pipeline
  • Improve Sales Pipelines & Sales
  • Playbook for Pipeline Management
  • Pipeline Management
  • Lesson 1 Align Your Time & Activities with Your Sales Goals
  • Lesson 1 Tips
  • Lesson 1 Quiz
  • Lesson 2 How to Create the Ideal Pipeline
  • Lesson 2 Tips
  • Lesson 2 Quiz
  • Lesson 3 Using Inspection Questions to More Effectively Manage Yourself
  • Lesson 3 Tips
  • Lesson 3 Quiz
  • Lesson 4 Advancing Opportunities through Next Step Strategies
  • Lesson 4 Tips
  • Lesson 5 Best Practice Strategies for First Appointments
  • Lesson 5 Tips
  • Lesson 5 Quiz
  • Lesson 6 Best Practice Strategies for 25% Column
  • Lesson 6 Tips
  • Lesson 6 Quiz
  • Lesson 7 Best Practice Strategies for 50% Column
  • Lesson 7 Tips
  • Lesson 7 Quiz
  • Lesson 8 Best Practice Strategies for 90% Column
  • Lesson 8 Tips
  • Lesson 8 Quiz
  • Presenting, Negotiating, & Closing
  • Presenting, Negotiating, and Closing
  • World-Class Account Management
  • World Class Account Management
  • Striking the Right Balance: Revenue vs. Service
  • Navigating & Expanding Your Account Relationships
  • Delivering on Operational Expectations
  • Playbook for World-Class Account Management
  • Lunch Break Learning Sessions
  • More Sales Easier
  • Why You Need (New) Sales Skills
  • Setting Your Sights on Big Scary Sales Goals
  • The Game of Sales Changing Sales Outcomes
  • Reduce Risk by Adapting a Pipeline-Driven Mindset
  • Jumpstarting Your Sales Creativity
  • How to be Your Own Sales Coach & Cheerleader
  • Let's Play Pretend
  • Selling in a Digital World
  • Don't Be an Annoying Salesperson
  • Echo Selling
  • Time Management for Echo Selling
  • Pipeline Management & Echo Selling
  • Making Your Sales Pitch Echo like a Great Idea
  • Getting Others to Echo Your Sales Pitch
  • Getting Your Sales Pitch to Echo
  • [Interview] Talking Sales & Media with Digital Ad Pioneer David J. Moore
  • [Interview] Talking Sales & Media with TVB Digital Expert David Buonfiglio
  • [Interview] Strategic Intersection of Business & Marketing with Henry Feintuch
  • [Interview] Digital Marketing & Brand Safety with Rob Rasko
  • Your Sales Questions Answered
  • How can I create sales momentum?
  • What's the first, most essential rule of selling?
  • How can I improve my chemistry with a buyer?
  • How can I build confidence when cold calling?
  • What's the best question to ask a buyer?
  • What do new sellers do wrong?
  • What's the difference between your biggest sale and your best sale?
  • How do I define effort in the sales process?
  • Is there one sales method that works for every sales professional?
  • Should I take notes during or after a sales call?
  • When will I excel in sales?
  • How can I overcome rejection in sales?
  • What's the difference between selling based on features vs. benefits?
  • What does your buyer want?
  • How can I build a better lead list?
  • What's the hardest part about following a sales process?
  • What's the difference between a veteran seller and a novice?
  • What should I listen for during a sales meeting?
  • How can I stop myself from talking too much during a meeting?
  • How can I get into the mood for selling?
  • What can I do to get myself motivated to sell?
  • How can I engage a resistant buyer?
  • How do I improve my relationship with my buyers?
  • What do you do when you don't feel like selling?
  • How can I get a 10% increase in my sales this month?
  • What role does the truth play in the sales process?
  • How do I handle raising a customer's rate?
  • What should I do if my customer doesn't believe or agree with my projection?
  • What's the one thing I can do to best prepare for a big presentation?
  • What do I say when a prospect tells me our prices are too high?
  • How should I handle a mistake?
  • What's the best time of day to have a sales meeting?
  • How can I be a better closer?
  • Do I need to attend sales training?
  • How should I handle a complaint from someone I don't know?
  • What should I do if I get too small of a share of the buy?
  • What do I do if I have a buyer who keeps stalling?
  • What should I say if I have lunch with a competitor?
  • What should I do if my boss yelled at me about my performance?
  • What do I do if my manager threatens to fire me based on performance?
  • What key performance indicator do I need to pay attention to?
  • What do I do if I think my manager doesn't like me?
  • What can I do today to ensure a better year next year?
  • How can I have my best sales year yet?
  • What's the common through-line in all great sales professionals?
  • What should I do as the newbie on the sales team?
  • How do I get myself to be a better salesperson?
  • How should I track my progress to improve?
  • What do I do if I need a sales this month?
  • Is it harder to be a sales manager or a salesperson?
  • What should I do if my top sales rep doesn't introduce me to their best clients?
  • How do I reset my sales team so we start hitting our budget?
  • How can I help a sales pro with great potential improve in one problem area?
  • How can I be a great phone salesperson?
  • How can I hold my team accountable?
  • What's the difference between selling digital services vs. digital media?
  • What can I do when it's slow that will help during the busy fourth quarter?
  • How do I handle a top salesperson who's annoying around the office?
  • How can I cover the marketplace most effectively?
  • How to sell to a customer looking for immediate results?
  • How do I deal with a close-minded customer?
  • How can I help my entire sales team perform like my top seller?
  • What should I do if I've had heated words with a buyer?
  • Is there a hard and fast rule about how many leads I should be generating?
  • What should I do if my team isn't making budget?
  • Should I start or end with the media buyer?
  • What do I do when I have a buyer who never pushes back?
  • What do I do if my boss isn't fairly distributing leads?
  • What do I do when a customer doesn't understand digital?
  • What's the most important information to gather before a meeting?
  • How much contact should my sales manager have with the customer?
  • What should I do if I'm shut out of a buy?
  • What should I do when a sale is smaller than I expected?
  • What's the best way to start my Mondays?
  • Playbooks
  • Pipeline Management Made Easy
  • Top Tips to Help You Excel in Sales
  • Information Gathering for Sales
  • Inbound Marketing & Sales
  • Calendar Management
  • 4 Ways to Master Your Competitive Sales Skills
  • 4 Steps for Improving Your Time Management & Sales Skills
  • Selling Over the Phone
  • How to Take Client Relationships to the Next Level
  • 5 Digital Marketing Terms Applied to Sales
Completion rules
  • All units must be completed
  • Leads to a certification with a duration: 1 year