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DMI Tracks – Digital and Social Selling

DMI Tracks – Digital and Social Selling

9 Hours Online • Short Course

Sharpen your digital selling & social media skills with this unique program. You’ll learn the art of finding, targeting, attracting and engaging prospects, closing sales, and building deeper post-sales relationships using a range of new social media tactics and tools.

With a focus on career-ready learning, and delivered through a blend of essential reading, case studies and useful toolkits, this course will quickly give you the social selling tools that are an essential part of any successful sales strategy.

Program learning outcomes and content

WHAT WILL I LEARN?

Key skills and competencies you will gain
  • Digital Sales
  • Social Selling
  • Targeting Personas
  • Social Intelligence
  • Target Marketing
  • Content Management
  • Up-selling & Cross-selling
  • Data Analytics
  • NEW: Buyer Lifecycle & Prospect Sequencing
  • NEW: Building Presence & Storytelling
  • NEW: Sales Forecasting & Improving Productivity
Module 1 - Fundamentals of Social Selling

This module will cover how the buying journey has fundamentally changed. Learn how social media helps with delivering your message and how to integrate digital sales tools.

Knowledge Gain:

  • The Changed Buying Process
  • Key Concepts of Social Selling
  • Advantages of Social Selling for Business
  • NEW: Buyer Lifecycle

Tookits Included:

  • Social Media Profile Checklist
 
Module 2- Finding and Targeting Prospects

Craft and refine target personas. Use social intelligence and listening tools to monitor online interactions and behavior. Use digital research to help you show up at the right time.

Knowledge Gain:

  • Building Customer Personas
  • Researching to Refine Personas
  • Social Listening & Intelligence
  • Preparing for Engagement
  • NEW: Prospect Sequencing

Tookits Included:

  • Prospecting Practical Toolkit
  • Buyer Persona Framework
  • CMO Persona Template
Module 3- Attracting Customers

Learn techniques to show up in your target’s social feeds. Create and curate content for social selling and build a network of buyers.

Knowledge Gain:

  • The Needs of your Target Audience
  • Creating and Curating Content
  • Matching Content with Channels
  • Building and Engaging your Network
  • NEW: Story Telling

Tookits Included:

  • Content Tool: Seek, Sense, Share
Module 4- Increasing Engagement

A deep look at the needs and motivations of buyers. Curate content that they desire to see. Analyze how best to satisfy and build a lasting rapport.

Knowledge Gain:

  • Understand your Buyer
  • Acquiring the Right Content
  • Adding Insight for Buyers
  • Sharing Content to Build Engagement
  • NEW: Planning for Engagement
  • NEW: Improve Productivity with Social Tools

Expert Insights:

  • Content Curation with Anders Pink
Module 5- Closing and Retaining

This module covers how to keep building your buyer community and use social to engage and convert more. You’ll also learn how to up-sell and cross-sell via digital platforms.

Knowledge Gain:

  • Strengthening Buyer Relationships
  • Encouraging Direct Engagement
  • Using Social Tools to Increase Conversion
  • Upselling and Cross-selling
  • Building a Deeper Post-sale Relationship
  • NEW: Sales Forecasting

Toolkits Included:

  • BANT Practical Tool

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