Curriculum

Introduction to Digital & Social Selling

The Introduction to Digital & Social Selling module will help you to understand the fundamentals of digital and social selling by exploring how it has transformed traditional sales processes. You will learn about new tools and techniques employed in sales, and how you can use them to transform yourself into a modern digital sales professional with them.

Digital Research

This module will equip you with the research tools and techniques required to develop a well-informed digital and social selling strategy for your product. Through social intelligence and social listening, you will understand how to monitor and read digital behavior to later personalize engagement with prospects.

Sales Enablement

The Sales Enablement module teaches you about the advanced features and functionality of a variety of social media platforms which can be used to enable your digital and social selling processes. You will discover how digital tools and social media platforms can facilitate relevant sales messages and content, making it easier to later offer the client the solution they need, when they need it.

CRM

The Client Relationship Management module will help you to design and create business development campaigns, apply best practice methodologies to your sales cycles, and most importantly, evaluate CRM data to then inform your engagement strategy.

Social Content

This module will help you understand how to employ a number of tools designed to help the entire content creation process. You will know how to decipher what type of content is needed for different customer types and how to establish the appropriate tone, style, and method of distribution for such.

Digital Sales Messaging

The Digital Sales Messaging module will help you understand how to strategically formulate communications to ensure all contact with prospects is relevant, personalized, and aligned with personal or business objectives. You will know the importance of content segmentation and marrying B2B & B2C content types with appropriate social media platforms.

Engagement

The Engagement module focuses on building relationships with leads in the most effective way over an entire customer life cycle. Learn how to manage large prospect bases and discover engagement techniques to ensure you interact with prospects at the right time, with a message that matters to them.

Social Account Management

Within this module you will learn to understand how social media has transformed the concept of customer service and poses both opportunities and challenges in interacting with prospects and customers. Upon studying this module, you will be able to establish key performance metrics that relate to the measurement of your social customer service and ensure you can devise a crisis management plan to deal with any conversations or interactions that may attract negative attention in a public forum.

Digital Sales Leadership

The Digital Sales Leadership module focuses on empowering managers and aspiring leaders as they transition from traditional to digital sales strategies. By monitoring the social footprint of your team members and using social KPIs, you will be able to identify and measure if your team is adopting the correct digital and social selling behaviors, building the right networks, and creating a professional and consistent brand.

Integration and Strategy

Sales leaders and aspiring leaders will know how to research, construct, and integrate an effective and optimized digital sales strategy within an organization. By the end of this module, you will be able to measure the ROI of digital and social selling, align it to the overall goals of your organization, and use it to gain further executive support.