Business-to-business DIGITAL SALES CERTIFICATE PROGRAM.
Traditional ways of business-to-business (B2B) selling are no longer as effective.
There are constant changes in technology and unlimited approaches.
What are best practices for digital business development?
This training teaches a guided, step-by-step method to approach B2B sales online — from building your database to automating sales campaigns and all the resources needed to accomplish your sales goals.
By the end of this program, you’ll be able to create an integrated and detailed digital sales plan based on your organizational priorities and resources.
WHO IS THIS PROGRAM FOR?
Business managers, leaders, entrepreneurs, business development managers, and seasoned marketing practitioners responsible for driving innovation and growth will gain a practical understanding of digital business development.
If managing the corporate business development for your organization falls under your responsibility, this program will be especially appropriate as it takes a high-level strategic view as well as a case study approach.
Participants come from a wide range of industries that include retail, fitness, hospitality, healthcare, technology, manufacturing, and others.
Program Outline
Unit 1: Fundamentals of B2B Online Sales Processes
Duration: 3 hours
It all starts with consistency, compliance, and accurateness. Understand the concepts of centralized documentation that communicate in a solid way and keep individuals informed and compliant with the thousands of policies and procedures they may come into contact with at any given time.
Result: At the end of the workshop participants will have gained the following knowledge:
What makes a good B2B Online Sales Campaign
How to establish a brand in sales materials
How to build a “pre-sale story” on social media & website
An overview of software applications used for the sales processes
An overview of process flowcharts
Unit 2: Setting up Sales Workflows for a New Project
Duration: 7 hours
Now that you have your fundamentals, you can begin to design your sales process.
Result: At the end of the workshop participants will have gained the knowledge to:
Analyze customer list requirements
Plan sales collateral
Design workflows
Prepare for the project kick-off
Unit 3: Critical Numbers
Setting sales metrics helps your organization know if you’re headed in the right direction and also when you’re off so you can try different sales experiments and course correct.
Duration: 4 hours
Result: At the end of the workshop participants will have gained the knowledge to:
Use KPIs (*) and metrics to measure performance
Design statistics for the management team
Present and communicate meaningful, useful, and fit-for-purpose statistics and reports
Unit 4: Designing a B2B Online Sales Campaign
Duration: 8 hours
Understand all the minute elements of a B2B online sales campaign and create a customized sample process for your organization.
Result: At the end of the workshop participants will have gained the knowledge to:
Set up the foundation for a B2B online sales campaign
Collect information and sales material
Map realistic timelines for your sales campaign
Create a Use Case, a sample B2B sales process for your organization
Unit 5: Implementing a B2B Online Sales Campaign
Duration: 4 hours
Once the process is set out, it’s time to implement a consistent sales campaign.
Result: At the end of the workshop participants will have gained the knowledge to:
Demonstrate how to use software applications for online sales
Use LinkedIn sales navigator
Conduct digital cold/warm calling
Manage contractors
Create documentation for your sales campaign
Know what to do if the sales experiment is not in line with your metrics
Materials Included
Course slides
Document and Record Control Procedures
Procedure and Form Templates
Competency Test
Program Instructor
Dafne Canales BA, MBA
Former founder and CEO of the innovative digital marketing software company, Spartan Spark, Dafne Canales has earned her reputation as the business development “whisperer.” With an MBA from the University of Calgary, she went on to forge an impressive career, significantly boosting the sales revenue of countless clients by using her unique, out-of-the-box approach to resolving complex marketing problems. Specializing in businesses that need to redefine themselves to stand out in the marketplace, Dafne has an uncanny ability to zero in on previously overlooked assets, opportunities, and underperforming activities that she can then guide her clients to optimize, thereby enhancing their profits.
Marketing is a longtime passion of this sales-savvy visionary who also became quite intrigued with technology’s digital landscape. Now, leveraging the Spartan Spark proprietary software she co-created, Dafne brings her clients the best of both worlds. Deemed worthy of research grants, her 7-Second Trust Formula uses behavioural marketing strategies to create client trust via digital marketing platforms for a more personalized user experience that translates into additional sign-ups and sales.
A member of the Neuromarketing Business and Science Association and the Society for the Advancement of Behavioural Economics, Dafne travels monthly to San Francisco to attend meetings with her advisory board. A sought-after speaker and facilitator, this creative innovator never stops giving of her time and talent, even teaching corporate in-house marketing teams the latest digital marketing strategies.
Highlights
Executive Masters in Business Administration from the University of Calgary's Haskayne School of Business
Received Scientific Research and Experimental Development (SR&ED) for innovative software
2020 – Rated in the top Software-as-a-Service companies in Canada in position #64, Latka Rankings
Grant recipient for 7-Second Trust Formula
Member of the Neuromarketing Business and Science Association
Member of the Society for the Advancement of Behavioural Economics
Peer Guidance Entrepreneur Educator
Approved service provider for Alberta Innovates & National Research Council
2018 Delegate, Information Technology Association of Canada Mission to Ireland
Speaker, International Technology Partnership Program, Guangdong, China
Panel Moderator, Chamber of Commerce 403 Series
Software Innovation featured as a Case Study in the Globe & Mail's Report on Small Business
Panel moderator, Entrepreneurs’ Organization's Accelerator Learning Day
Lemons-to-Lemonade Host
Teaching Highlights
Connection Silicon Valley Accelerator Program
Entrepreneurs’ Organization, San Francisco Chapter
University of Calgary – Empower project at Enactus Calgary
Calgary Chamber of Commerce – CEO Roundtable Workshops
Better Business Bureau – Power Lunch Workshops
Momentum – Self Employment Groups
Centre for Newcomers – Training Program