Course curriculum

  • 1

    Welcome to the Course!

  • 2

    Digital?

    • Why go digital?
  • 3

    The Customer Journey as the foundation of your Sales Process

    • Customer Journey
  • 4

    Social Media - Why is it important for Sales

    • Let's talk about Social Media

    • HOMEWORK: 7 touch points

  • 5

    Tools

    • Which tools should you use?
  • 6

    Big Data

    • Big Data & AI
  • 7

    Who to approach

    • Who are your stakeholders?

    • HOMEWORK: Stakeholder map to fill in
  • 8

    Goal setting

    • Goals in Customer Journey
  • 9

    Digitally vs personal

    • Insights into digital meetings
  • 10

    Preparation - 9 questions to ask

    • Preparing the right questions - Why it matters
  • 11

    The SPIN technique

    • ...and more questions - The SPIN technique
  • 12

    Things that can go wrong & objection handling

    • Things that can go wrong

    • HOMEWORK: exercise SEARCH technique
  • 13

    Follow ups

    • Follow ups
  • 14

    Follow ups & ethics

    • Business ethics
  • 15

    Conclusion

    • This is only the beginning

    • Digital Sales

    • Contact and Services Overview