Description

The purchasing habits of your BtoB customers have radically changed: today it is estimated that a buyer who comes into contact with a supplier has already completed 57% of their purchasing journey! Today, sales teams must seek out customers and prospects where they are: this is the objective of social selling. This training allows salespeople to adapt their sales processes to new digital tools, but also to adopt a new sales approach more suited to social networks. At the end of this social selling training, you will know how to coordinate these 3 aspects of the digital sales function: sales process, sales Tech and modern sales skills.

Who is this training for ?

For whom ?

Salesperson, sales engineer, sales representative, key account manager. Commercial Director, Head of Sales wishing to optimize the commercial approach of his teams thanks to digital. Marketer, web-marketer wishing to optimize marketing-sales collaboration in the service of commercial efficiency.

Prerequisites

None.

Training objectives

Know and use different social media

Develop your legitimacy on the web

Identify and contact leads

Optimize the digital sales process

Training program

• Before the face-to-face
  • A self-diagnosis.
  • A first practical tool.
• Commercial prospecting in a digital world The evolution of buyer behavior
  • BtoB.
  • The role of the digital experience in the purchasing journey.
  • The digital transformation of sales forces.
• The new gestures of social selling
  • Optimize your profile on LinkedIn and Twitter.
  • Identify influencers.
  • Work on your personal brand.
  • Adopt the 'networker attitude' .
• Define a content strategy: inbound selling What content strategy?
  • Distribute content to gain recognition.
  • Listen to the market and share your content curation.
• Detect commercial opportunities and leads Approach prospects via networks. Expand your prospect base by taking into account specific criteria.
  • Easily find prospects.
  • Detect leads from your website.
• Optimize your prospecting: outbound selling Outbound selling: the contributions of digital and big data.
  • Automated monitoring solutions.
  • Prospect targeting solutions.
• Streamline and accelerate the commercial process
  • Automate commercial follow-up: from lead to closing of the sale.
  • Choose the appropriate CRM.
  • Talk digital to your prospects: webinars, BtoB chat,. ..
• After face-to-face, implementation in a work situation
  • Weekly advice to implement your action plan.