Purchasing habits in the age of Digital Transformation have radically changed. It is estimated that a buyer, by the time they come into contact with a supplier, has already made 57% of their purchase journey. Today, sales teams need to go in search of their customers and prospects in the areas of greatest interest to them-this is the goal of the Social Selling course.
The course enables sales professionals to adapt their processes and orient their challenges to new digital tools. In particular, the challenge of social selling is to adopt a sales approach more in line with the dynamics of social networks and consistent with the demands of modern customers. In this way, the "sales process and technology" tandem increases the chances of achieving competitive, modern and challenging goals.
- How to use different social media in a consistent and integrated way
- Developing reputation on the web
- Identify and develop quality leads
- Optimizing the business process on the digital front
- key account manager
- inside sales team
- commercial
Commercial prospecting in a digital world
- What is meant by digital transformation?
- The evolution of buyer behavior in a 4.0 context
- The role of digital experience in the purchase journey
The new coordinates of social selling
- Optimize Linkedin profile and personal "social" presence
- Identifying the Right Influencers and Ambassadors
- Define your personal branding
- Learning the "networking" mood
Defining a content strategy : inbound selling
- What coherent and integrated content strategy to outline?
- Content management: balancing between personal, corporate and contextual topics
- Customer centricity and inbound selling: how to develop synergies of goals, values, and content with your customers
The value chain (funnel) of lead generation: from prospect to influencer
- Lead goals, lead nurturing and lead scoring
- The value of content management in converting leads into ambassadors
- Top Trends in B2B Lead Generation
Simplify and accelerate the business process
- Manage the whole funnel: from lead to closing the sale to word-of-mouth preservation
- Outbound selling:the contributions of digital and Big Data
- Choose the appropriate CRM and adopt its philosophy
- Deploying digital in conversations with your prospects
Exercises
Project Work: develop your digital action plan in business development
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