Curriculum

There are five modules in this program:

  1. Fundamentals of Social Selling
  2. Finding & Targeting Prospects
  3. Attracting Customers
  4. Increasing Engagement
  5. Closing & Retaining

Week 1: Fundamentals of Social Selling

Gain an overview of social selling, and learn how it has transformed the sales process, and how you can leverage tools and techniques to become a prolific social seller. You will understand the difference between traditional and social selling methods and the benefits that can be gained from adopting a social selling approach to your current sales activities.

Week 2: Finding and Targeting Prospects

Learn how to build accurate personas for the sectors you are focused on. By monitoring online conversations and digital behavior, you will stay informed and be able to leverage your network to inform more contextual and personalized engagement with your target prospects.

Week 3: Attracting Customers

Understand the drivers and identify relevant content for the buyer community. You will learn how to find, create (where required), add valuable insights, and match the optimal content with the right channels to nurture leads and maximize your chances of success.

Week 4: Increasing Engagement

This module will enable you to understand buyers’ needs and motivations through their behavior online. You will understand the role of curation and be able to add value to content so that you present yourself as a trusted business advisor and build deeper engagement with buyers.

Week 5: Closing and Retaining

Learn how to strengthen relationships, encourage direct engagement, and increase conversions by both increasing lead velocity and maximizing the probability of conversion. You will also learn how to take the opportunity to cross and up-sell when it presents as well as how to build a deeper post-sale relationship with customers using social.