Digital Sales Training
Traditional, face-to-face and solution selling skills are essential for industrial sales success. However, digital sales skills including virtual selling are now equally important and in most cases are the foundation for developing new customers.
Projex IMC pioneered the use of digital sales tools for industrial markets in 2014 when we formed a strategic partnership with Sococo and their virtual office technology. This experience enabled us to develop a deep understanding of combining traditional industrial sales best practices with digital sales tools and techniques. The result is a comprehensive approach to developing an effective “hybrid” selling method for industrial sales and marketing organizations.
Following is the outline of the Projex IMC Digital Sales Training Course. The training is based on our prorietary digital sales framework and is delivered via five (5) one-hour online, interactive training sessions.
Training Sessions
Session 1: Digital Sales Overview
- Pipeline optimization basics
- Digital sales framework
- Digital sales tools defined
- Virtual selling best practices
Session 2: Self-Generating Leads
- Sales intelligence databases (company/contact information)
- LinkedIn Sales Navigator/Dux Soup
- Industrial and construction project databases
- Request referrals/introductions
Session 3: Converting Leads to Opportunities
- Sales enablement tools
- Virtual selling
- Email campaigns
- Presentations/videos
Session 4: Closing Deals
- Sales team playbooks
- Sales Team collaboration/competitive intelligence
- Complete all prerequisite activities
- Intense focus on deals in kill zone
- E-proposals/Agreements
Session 5: Managing Accounts
- Set and track annual targets
- Create account management template
- Proactive support and help desk
- Online training and project management
- Newsletters and email campaigns
- E-Commerce
Please contact Projex IMC for a free consultation and quote. Custom training programs can be developed and quoted as required.
