Modern Sales Best Practices & Skills

Whether in person or virtual, salespeople need a training experience that takes the mystery out of how to apply new practices or skills in the real world.  DSG creates client-specific training programs that combine DSG methodology with the realities of your market, products, culture and team sophistication.

Sales Training Programs

Sales Conversation Training

How to prepare for and lead insightful sales conversations that result in faster sales cycles and higher win rates

Core Learning Modules

  • Give to get:  developing & delivering insights

  • Uncovering the customer dilemma – known or unknown

  • Developing a sales conversation strategy (Why Change, Why Now, Why Us?)

  • Tailoring insights by industry

  • Tailoring insights by audience

  • Leading an executive conversation (7 steps)

  • Competing on value vs. price


Remote Selling

How to lead remote conversations and thrive in a virtual selling environment

Core Learning Modules

  • Setting up your virtual workplace

  • Preparing for a video call

  • Engaging distracted buyers

  • Creating a fast start

  • Give to get

  • Letting the customer pick their path

  • Using engaging visuals

  • Drawing on the screen (what, when, how)


Sales Process Training

How to navigate complex opportunities and influence the customer buying process to win more deals

Core Learning Modules

  • Understanding each step of the customer buying process

  • Win - loss analysis

  • Application of each sales process stage (lead to close)

  • Developing a territory plan (business plan)

  • Generating opportunities and creating a healthy pipeline

  • Developing executive sponsorship

  • Building an opportunity strategy 

  • Managing the forecast based on customer buying milestones


Account Expansion Training

How to sell wider and deeper in existing accounts and creating long-term value for the customer

Core Learning Modules

  • Account management vs. account development

  • Understanding the account development lifecycle

  • Building a smart account strategy

  • Account IQ:  account analysis and research

  • Proactive relationship development

  • Opportunity development and qualification

  • Solution implementation and validation

  • Leveraging the broader account team

  • Developing account-level executive sponsorship


We'd love to hear from you! Set up a meeting to see content, playbooks, and training approaches relevant to your priorities.

Phone: 1-877-371-2328

  • Email
  • LinkedIn
  • Twitter
  • YouTube

© 2020 by DSG Consulting. All Rights Reserved.