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IDESAA Escuela de Negocios Digital Marketing Institute

Certified Digital and Social Selling Specialist

This certification will equip you with the knowledge and skills needed at all stages of the funnel from identifying prospects to engaging with insights to driving that final sale.

What's the Value of Social Selling?

With customers now flocking online to review and purchase, it's key to have the skills to engage and influence the right people at the right time.

Social selling is something that Frank Hattan, Director of Inside Sales at Microsoft uses as part of the company's arsenal to compete and sell in the online space.

Find out what he has to say about the value of social selling and the tactics you can use to close more deals faster.

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Module Overview

Fundamentals of Social Selling

The Fundamentals of Social Selling module will demonstrate the value of social selling and how incorporating digital techniques into the sales process can enhance your performance.

Finding and Targeting Prospects

This module will help you understand how to use social research to build accurate personas for your target sector(s).It will explore the most relevant conversations and behavior to help you set the scene for more contextual and personalized engagement with your target prospects.

Attracting Customers

This module will help you attract the ideal prospects by making sure they find you easily by using digital and social techniques. It will ensure you appear in their social network feeds and rank highly in search results.You will understand how to anticipate the needs of your target audience for informative, educational social content.

Increasing Engagement

This module will explore the needs and motivations of buyers and show you how to provide the right value-add content to build trust with potential and existing customers.It will help you understand buyer behavior on social networks and curate content through insight into your buyers to engage prospects.

Closing and Retaining

An essential and sometimes tricky part of the sales process, this module will show you how to use social to convert and retain customers so that you ultimately increase revenues.It will help you to strengthen relationships with buyers in your network, use social to encourage direct engagement and increase conversions using a range of social/digital tools and techniques.

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Module Overview

What can you expect?

What can you expect?

Designed for busy sales professionals that require applicable practical skills, this program uses dynamic video, interactive learning and practical exercises to provide you with a hands-on learning experience.

As this is a five-hour program, you can choose to learn everything in one day or dip in an out of content as and when you need it.

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Stay Connected. Stay Relevant.

An exclusive network - and free as part of your certification - delivers just-in-time training and continuous professional development, and an exclusive and evolving content library that can be used in your daily work.

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Stay Connected. Stay Relevant.

What you will learn

Fundamentals of Social Selling

The Fundamentals of Social Selling module will demonstrate the value of social selling and how incorporating digital techniques into the sales process can enhance your performance.

  • What is social selling?
  • What's the value of selling in a traditional setting
  • The ROI of social selling
  • Stages of the sales process and integration
  • Fundamentals of your social networking
  • Fundamentals of personal branding
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Finding and Targeting Prospects

This module will help you understand how to use social research to build accurate personas for your target sector(s).It will explore the most relevant conversations and behavior to help you set the scene for more contextual and personalized engagement with your target prospects.

  • Customer personas
  • Factors influencing customers
  • Finding and identifying the right buyers
  • Profiling buyers
  • Decision makers
  • Social listening
  • Explore prospect objectives and business priorities
  • Using LinkedIn and other tools
  • How to identify and target a prospect
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Attracting Customers

This module will help you attract the ideal prospects by making sure they find you easily by using digital and social techniques. It will ensure you appear in their social network feeds and rank highly in search results.You will understand how to anticipate the needs of your target audience for informative, educational social content.

  • What does your audience want?
  • Personal brand
  • Content creation and curation
  • Selecting and creating relevant content
  • Blogging
  • Matching content to stages of the funnel
  • Content strategy and distribution
  • Customer facing profile
  • Educating buyers
  • Influencing
  • Personas
  • Growing your network
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Increasing Engagement

This module will explore the needs and motivations of buyers and show you how to provide the right value-add content to build trust with potential and existing customers.It will help you understand buyer behavior on social networks and curate content through insight into your buyers to engage prospects.

  • Aligning communications with buyer objectives
  • Insights
  • Storyboarding
  • Connecting – best practice
  • Engagement techniques
  • Reaching out directly (including messaging)
  • Email best practices and avoiding spam
  • Discussion forums
  • Direct contact techniques e.g InMails
  • Building relationships with customers/decision makers through the lifecycle
  • Taking online conversations offline
  • Not every communication is a sales message
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Closing and Retaining

An essential and sometimes tricky part of the sales process, this module will show you how to use social to convert and retain customers so that you ultimately increase revenues.It will help you to strengthen relationships with buyers in your network, use social to encourage direct engagement and increase conversions using a range of social/digital tools and techniques.

  • Overcoming challenges
  • Negotiating
  • Closing
  • Social account management
  • Social listening
  • Growing the business
  • Key performance metrics
  • Creating a practical social selling plan
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Sales professionals who use social selling help best-in-class companies achieve a 16% gain in year-on-year revenue.

The Aberdeen Group

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Todos los programas se encuentran en línea en idioma ingles, algunos de ellos pueden ser impartidos en idioma español bajo solicitud. El servicio al cliente puede ser brindado en ingles/español.

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