Certified Digital Sales Professional

About this course

The main aim of this course is to help you learn how to maximise your sales through the use of a digital selling strategy. 

The course will help you learn how to build solid relationships online, ensuring client satisfaction and repeat business, increase conversion rates, optimise territory and pipeline analysis and define growth strategies and maximise the impact of digital selling through CRM tools, digital tools and social media platforms. By the end of the course you will have learnt how to lead the implementation of a successful digital sales strategy in an organisation. 

This online course is designed to enable you to work at your own pace and, at times that suit you best. 

There are ten modules within this course: 

Module One – Introduction to Digital Selling: the concept of digital selling and how it has transformed the sales process; using advanced tools and techniques to leverage sales; the differences between traditional and digital selling and the benefits of digital; key concepts and how each phase influences the next; introduction to the DMI 3i principles. 

Module Two – Digital Research: identify market trends and influencing factors affecting customers; answer the ‘who, what, when, where and why?’ for your target market; conduct research to identify your customer persona and key targets; using social intelligence and social listening to monitor online interactions and read digital behaviour. 

Module Three – Sales Enablement: using social media platforms and digital research to target decision makers and capture information for your CRM; using social media platforms to build trust and maximise engagement; building your brand and scaling your reputation. 

Module Four – CRM: design and create business development campaigns; applying best practice methodologies to your sales cycle; increasing the quality of your opportunities; territory management; forecasting; reporting; CRM pipeline management; opportunity management and review. 

Module Five – Social content: determine content for different customer types; establish tone, style and distribution of content; content creation tools and management systems; the difference between and the value of both content creation and curation; implementing a content calendar. 

Module Six – Digital Sales Messaging: craft communications to ensure all contact is relevant; personalised and aligned with objectives; content segmentation; successful email communications; style guides and storyboarding.

Module Seven – Engagement: building relationships; targeting and categorising contacts; dealing with customers at each stage of the sales cycle; managing large prospects. 

Module Eight – Social Account Management: create and maintain dialogue with customers; prioritise and filter in a multi-channel customer service environment; effective evaluation; engagement and execution; devise and implement crisis management; establish key performance metrics. 

Module Nine – Digital Sales Leadership: transition from traditional to digital sales strategy; build a business case for digital selling; communication strategies; monitoring social footprints and KPIs.

Module Ten – Integration & Strategy: research, conduct and implement an effective sales strategy; identify trends and geos and top prospects; competitor analysis; forecasting and establishing targets; measure and implement the ROI of digital selling. 

Successful completion of this course will prepare you to take the Digital Marketing Institute Certified Sales Professional Certificate examination*

* Vendor specific examinations may need to be organised separately. Please speak to a Course Advisor for full details.