The course develops the fundamental skills to effectively manage the online sales process.
Participants, upon completion of the training, will be able to plan, implement across different channels and measure the business development activities for which they are responsible, while maintaining a focus on building trust and long-term partnerships with customers.
Methodology
The course exploits all the interaction tools functional to the learning process and stimulates taking responsibility in adopting the process in the field. The reference model is Work Based Learning, in which participants immediately apply the training content and proposed tools to their own work reality. Participants will work on the implementation plan in their own reality.
Goals
– Develop customer orientation competence
– Plan, implement and measure business development activities through a structured sales process
– Implement existing customer development activities through Digital Communication channels
Program
Online sales process: steps, timing, inputs, and outputs
– The Smart Seller competencies
– Mapping and rationalization tools
– The Digital Communication and Collaboration tools
– Timing and KPI definition
Lead Generation Strategies
– Pull and Push Strategies
– Content that generates 3 R’s (Reach, Resonance and Reaction)
– The formats available; videos, infographics, webinars, etc.
Qualification and Effective Business Video Presentations
– Customer Engagement Questions and Tools
– Actively involving the customer in the creation of the Value Proposition.
– Defining a Value Proposition template to customize on the customer
– Structure and Setting of Effective Video Presentation
Formalizing, disseminating and monitoring the process
– Representing the Sales Process On Line through different formats (video, infographics, images)
– Internal communication and engagement tools
– The Hooked Model to support process dissemination (trigger, action, reward, investment)
– Individual and group alignment and feedback tools.
