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Digital Selling for SMEs

Digital Selling for SMEs

Aim

This course aims to help sales people improve their digital selling skills by:
• Acquiring more qualified prospects to drive more sales
• Reducing lead times and nurturing leads more effectively
• Increasing and improving their overall conversion rate
• Building solid relationships online ensuring client satisfaction and repeat custom
• Optimising pipeline analysis and defining growth strategies

Course Content

Topic 1: Introduction To Digital Selling
• Digital Selling-a definition
• Understanding the social landscape
• Buyers’ behaviours and digital footprint
• Mapping the modern buying journey

Topic 2: Revolution of Sales
• The changing face of sales
• Digital tools & techniques
• Online CRMs
• Sales Enablement

Topic 3: Social Selling
• Curating & creating content
• Social Media Listening
• Influencing not selling
• Successful Campaigns
• Monitoring Results

Topic 4: Challenging Change
• New habits driving new behaviours, change management, incentives
• The importance of planning for change
• Ensuring buy-in
• Measuring progress

Methodology

Classroom Study
Our slide presentations contain a mixture of text, graphics, videos and photography to keep our presentations fresh.

Group Discussions
Group Discussion is encouraged throughout the session to allow learners to share their experiences on similar issues.

Exercises
Includes Case Studies, Role Plays, and Learning Games etc. As much as possible we try to make all exercises relevant.
**We recommend attendees bring a laptop with them if possible.**

Target Audience

This Digital Selling course is aimed at sales people, consultants and sales representatives of all levels, business development executives and managers, account managers, relationship managers and those leading sales teams, or anyone looking to develop their digital sales capabilities.

Dates and Venues

  • 19th October 2018. 9:30am – 5:00pm. ISME Offices, Dublin 2.

Fee

One day course: €230 ISME Members, €325 Non Members

Booking Essential

Members please log in to avail of your discount

230

ISME Skillnet