Digital & Social Selling Introduction
This module will give you a fundamental understand of the concept social selling and how is has changed the sales process. Through advanced tools and techniques, you will become a productive digital sales person.
You will learn the difference between the traditional and the social approach and how you can benefit from having a digital and social approach to your sale activities.
Each of the modules will be introducing you to the different selling tools. You will see how to benefit in each step of the sales process and the leanings in one step can be used in the next.
You will be introduced to DMI 3i principles – the fundamental method of the DMI digital and social selling process and you will learn to build a cohesive selling strategy for digital and social selling.
In this module, you will become familiar with the tools and techniques that are needed to build a solid digital sales strategy.
Based on your perception of the customers you will learn both digital and social to identify markets trends and influencing factors that is affecting customers in your industry. This is helping you answering the “who, what, when, where and why” for your target group.
Further the module will reveal how to narrow down your target personas and identify companies and decision makers you should include in your target group.
Through “social intelligence” and “social listening” you will learn how you can monitor online transactions, track digital behavior and identify commonalities you need to personalize your engagement.
In this module, you will see how to activate your digital and social sales process through several social medias.
You will see how to use your former research through these tools and platforms for reaching central decision makers and collect central information for your CRM system.
Through LinkedIn, Facebook, Twitter and Google+ you will learn to build trust and maximizing the engagement with users of social platforms.
The module will take you through the importance of building your own brand and raising your reputation as a leading provider in your segment. Also, you will see how to convert your customer base to ambassadors for your business.
You will learn how digital tools and social medias can distribute targeted and relevant sales messages, enabling you to later propose the right solutions at the right time to the right customers.
Digital Sales Messaging
In the module, you will learn how you on strategic level can build customer messages that are relevant, personalized and targeted to their objectives.
You will see the importance of segmentation by content when you approach customers and the importance of distinguishing between B2B and B2C when using social medias.
You will learn to focus on the various considerations that is affecting the sales message and you will see best practice for a successful e-mail campaign. You will see how and why you should adopt a different tone and style depending on your message and you audience.
The module will also cover how to successful use style templates to leverage the strength in you messages to achieve a successful campaign.
This module will give you a strategic view on CRM and how build in social collaboration tools can generate sales and conversion.
You will see how to design and build business development, implement best practice into your sales and how to evaluate your CRM to determine its strength and weaknesses.
The module will equip you with valuable insight in the CRM and social tools integration that can place your costumer at the heart of the sales opportunities, shorten the sales cycles and raise the quality of your opportunities.
You will get a solid understanding of the virtual concepts of CRM and social collaboration and how to adapt the concepts to support the core sales processes including:
• Territory management
• Digital Business development
• CRM Pipeline management
• Opportunity management and review
The Social Content module prepare you for engaging potential and existing customers with relevant informative content that generates results.
You will see how to determine the kind of content type that is relevant for your customers and how to set the most relevant tone, style and method for the content.
You will learn to use a variety of tools when you are building content, covering research, right topics, text and graphics. You will also see how to test and update content. Content Management Systems are also introduced. You will see how these can make creating easier, be more personalized, optimize catching designs and other elements that delivers a positive customer experience.
The module will show you how to tailor develop content for costumer personas that supports all aspects of the customers’ journey. You will see how to pinpoint the difference between content and curation and see the value of both. The module will focus on the increasingly blogging practice and you will see how you quickly and easily can implement a content calendar.
In this module, you will also see how your content strategy can improve by using a number of tools and through these increase the effect of your digital sales messages on social medias.
Social Account Management
In this module, you will see how social medias have changes the basic concept of customer support – giving both opportunities and challenges in the process of engage with prospects and costumers. Through the module you will build an understanding of creating and maintaining a good and solid dialogue with your customers.
The module will teach you to filter social messages – distinguish between high and low prioritized interactions. You will be able to adapt this priority to your social selling objectives while you navigate in a multi-channel costumer service support.
You will see how to evaluate, engage and execute with costumers based on opportunities, expectations and sentiments.
You will learn to use social listening to surveillance relevant social messages, conversations and opportunities.
The module will teach you how to build and implement a crises management plan for handling of conversations and interactions that can result in negative public attention.
You will learn to set up Key Performance metrics, that relates to your social customer service. Through these you can benefit from the results and increase the efficiency and evaluate the opportunities that benefits you and your digital and social selling the most.
This module will show you how to build relations with customers in the most effective way through the complete customer life cycle. It will start with the initial introduction and converting of cold prospects into engaged prospects ready to buy.
You will learn to focus on the right prospects by categorizing them based on demography and behavior. You will learn to engage with these groups at the right time with the right message.
You will also learn to implement the learnings from “Social content” and “Digital Sales Messaging” to prequalify prospects, cross selling or up selling to already existing customers and to retail customers.
The module will take you through best practice for handling large prospects and customer bases with minimal effort in terms of personalized mass mailing using tools like Eloqua for Sales, Microsoft Outlook and Google Docs. You will learn techniques to moved prospects to the next level and how to handle objections through the entire sales process.
You will get examples and insights that easily can be used in your strategy. You will learn the importance of relevant engagement and that not all communication always is a sales message.
Digital Sales Leadership
Through this module you will see how to strengthen and empower leaders and upcoming leaders in the transition from a traditional to a digital sales strategy. You will see the importance of implementing a digital sales strategy to remain competitive in a fast revolving marked.
The module will cover how to get management support by building a business case for digital and social selling in your organization. You will get methods to educate, train and support your sales team to leverage their personal network and benefit from this to drive sales.
You will see how to become a social leader through building and maintaining focus on your digital and social selling strategy.
You will also learn how to set up effective communication strategies to keep your sales team motivated and accountable for their personal digital and social selling strategies.
By monitoring the social footprint of your sales team and implementing social KPIs, you can identify and measure if your sales team are implementing the correct behaviors. Building the right networks and are creating a consistent brand.
Integration and Strategy
This module will show sales leaders, and upcoming sales leaders, how to research, build and implement an effective and optimized digital and social sales strategy.
You will learn to go through an all-inclusive analyze of your sales territory and reveal general trends in marked and with customers. You will learn to benefit from this research to determine what is driving customers towards sales, to understand their needs and motivations and how to set your sales goals and objectives using this insight.
By doing an analyze of competitors, you will learn to identify their value proposition and use this information to adapt and improve your digital selling strategy. The module will show you how to forecast effectively and how to set goals and targets based on your digital sales pipeline. You will learn to identify gaps in your pipeline and work out a plan to solve these.
This module will show you to set up digital customer strategies that will allow you to maximize your time and resources across all areas. You will learn to consolidate an action plan that will support you reaching your targets, generate qualified prospects and increase conversion rates.
By concluding this module you will be able to measure the ROI of the digital and social sales, adapt this to the overalls business goals and use this to get more management support.