This sales certification course is designed to help every sales individual develop or improve the latest sales skills, trends, techniques, and best practices. This will create a basic strong foundation for Inside Sales competencies and skills that will help you increase your sales numbers, establish you as a sales leader, and spur professional growth.
As traditional selling methods are no longer enough to sustain success, digital tools and techniques have become an essential component of any modern sales professional’s arsenal.
To adapt to this change in the sales environment along with preparing an individual to advance in their current and future position, APACSMA has designed professional social selling in alignment with global sales standards that can make a difference.
The objectives of this inside sales module are to familiarize you with the CISP program and learning methods, identify many of the unique attributes associated with an Inside Sales Professional, and introduce the AA-ISP Code of Ethics. As the profession of Inside Sales continues to grow and take on increased significance, the AA-ISP feels it is important to establish and maintain a Code of Ethics to ensure professional standards for Inside Sales are adopted and maintained.
In this module, applicants will review the basics of business, how functional areas operate, how companies typically procure products/services and the common steps of a sales process.
This module explores how to find contact information and other information specific to your targeted organization and individual. It also describes key call metrics for successful prospecting.
In this module, students review the components of a successful first call to a prospect, commonly referred to as the Prospecting Call, cold call, or warm call. This course will include the following:
In this module, students will develop and confirm a thorough understanding of a prospect’s situation, needs, challenges, and any processes in the purchasing decision. In addition, this course will provide the following:
In this module, students will learn how to properly prepare and present a compelling solution and, if appropriate, submit an initial proposal using some of the following skills:
In this module, students will properly prepare to address the prospect’s objections, and then advance the sale process. The student will learn to determine if the objection has a resolution or is in fact an obstacle that cannot be solved, and should therefore end the sales process.
In this module, the student identifies ways to gain commitment and earn a signed agreement.
Inside Sales Professionals rely heavily on both voicemails and e-mails to communicate to prospects and clients. This module will outline the most effective ways to accomplish written communications and voicemails.
In this module, best practices for an account and channel management are discussed. The primary objective of this module is to share skills for practicing outstanding customer service, and pro-active communications during the account management and channel management process.
It is a 1-1 coaching session.
It is a 1-1 coaching session.
The Final Examination overview will help the CISP candidate effectively prepare for the final examination. The final exam grading outline is examined along with a recorded example of an effective “live” role play. Module 11 will get CISP students ready to take their final exam.
This module shows how the buying process has changed over the past 10 years and the impact that change has had on traditional selling methods. It demonstrates the value of both social selling and incorporating digital techniques into the sales process.
It also explores social networks and the value of your personal online brand.
On completion, you will have a fundamental understanding of the key concepts of social selling and the value of integrating digital tools into your sales process.
This module teaches you how to use social research to build accurate personas for your target sector(s), attract the ideal prospects by ensuring you appear in their social network feeds, rank highly in search results using digital and social techniques. It will cover how to anticipate the needs of your target audience so you can provide informative, educational social content.
In addition, it teaches you how to create and curate content for social selling and match the right content with the right channels. It will also help you build your network within the buyer community, and analyze and refine content engagement.
It will explore the most relevant conversations and behavior to help you set the scene for more contextual and personalized engagement with your targeted prospects.
By using research and social intelligence, you will be able to leverage your network effectively to inform a more contextual and personalized engagement process.
This module explores the needs and motivations of buyers and shows you how to provide the right value-added content to build trust with potential and existing customers.
It will help you understand buyer behavior on social networks and curate content through insight into your buyers to engage prospects.
By the end of this module, you will know how to analyze and make sense of content to provide insights for customers.
In addition, you will be able to share content to build stronger relationships and engagement at all stages of the sales funnel.
Closing and retaining is an essential and sometimes tricky part of the sales process. This module will show you how to use social platforms to convert and retain customers and ultimately increase revenue.
It will help you to strengthen relationships with buyers in your network, use social platforms to encourage direct engagement, and increase conversions using a range of social and digital tools and techniques.
By the end, you will be able to identify when to upsell and cross-sell using digital tools and platforms.
In addition, you will retain and build deeper post-sales relationships using social account management techniques.
Building, leading, and leveraging communities of interest is very important. Using tactics and knowledge acquired through other modules, this stage guides you in leveraging your thought leadership and sales skills to engage within and outside via multi-channel engagement.
It will help you strengthen relationships with buyers in your network, use social platforms to encourage direct engagement, and increase conversions using a range of social and digital tools and techniques. In addition, you will build and retain deeper relationships with community-building techniques.
It is a 1-1 coaching session.
The guided selling platform includes step by step guidance to engage with your customer more effectively. It enables easy to learn social selling strategies. With this platform, you can leverage your social networks to attract the right prospects, improve sales prospecting, build trusted relationships, and achieve your sales targets. We’ll help you to connect with your audience on a deeper level and to leverage your social presence.