Sales Technology and Digital Selling Training Course

Participants can define CRM data standards and stage governance that support reliable sales execution and reporting.

• CRM account, contact, opportunity and activity objects configured for pipeline visibility
• Mandatory fields designed using minimum viable data and stage-exit criteria
• Data hygiene routines address duplicates, stale records, ownership and missing fields
• Opportunity stages governed through entry criteria, exit criteria and required evidence
• CRM reports distinguish activity volume, conversion rates and pipeline coverage
• CRM dashboards separate leading indicators from lagging revenue outcomes

Participants can prioritise target accounts and build research-led prospecting approaches for relevant buyer roles.

• Ideal customer profile scored by firmographic, technographic, trigger and fit criteria
• Account prioritisation combines ICP fit, intent signals and whitespace potential
• LinkedIn Sales Navigator searches built with persona, geography and buying signals
• Contact data validated against source, recency, permission and role relevance
• Trigger-event research turns funding, hiring and change signals into outreach hypotheses
• Prospecting sequences balance email, phone, social touchpoints and response windows

Participants can create targeted, measurable outreach sequences across email, telephone and social channels.

• Persona-based value messages connect business pains, outcomes and proof points
• Email subject lines and openings tested through A/B test design
• Cadence design sets touch frequency, channel order, stop rules and ownership
• Social selling interactions build credibility before direct meeting requests
• Call scripts use permission-based openings, relevance statements and discovery questions
• Outreach performance reviewed through deliverability, reply, meeting and unsubscribe rates

Participants can plan and lead virtual sales meetings that generate meaningful customer insight and agreed actions.

• Virtual meeting preparation confirms agenda, stakeholder roles, platform and contingencies
• Discovery calls use SPIN questioning to surface needs, implications and value
• Digital body-language cues and participation patterns guide facilitation choices
• Screen-sharing demos follow problem, capability, proof and next-step structure
• Mutual action plans record decisions, owners, dates, dependencies and risks
• Meeting recordings converted into CRM notes, tasks and stakeholder follow-up

Participants can align sales content and demonstrations with buyer questions, stakeholder roles and deal progression.

• Content audit maps assets to buyer questions, stages and stakeholder roles
• Value propositions structured with problem, impact, differentiated capability and evidence
• Demo scripts follow the tell-show-tell method and role-specific use cases
• Digital sales rooms organise documents, stakeholders, next steps and engagement signals
• Proposal content standardised with approved claims, case evidence and commercial assumptions
• Content engagement data informs follow-up priorities without replacing seller judgement

Participants can qualify opportunities, inspect pipeline evidence and communicate credible sales forecasts.

• Pipeline inspection tests deal age, stage validity, next steps and conversion
• Opportunity qualification applies MEDDICC evidence to complex B2B sales decisions
• Forecast categories distinguish commit, best case, pipeline and upside
• Weighted pipeline forecasts use stage probabilities, close dates and deal values
• Win-loss analysis separates controllable sales causes from market and product factors
• Dashboard narratives explain variance, risk concentration and corrective actions

Participants can assess and govern automation and AI use cases that support seller productivity and customer relevance.

• Workflow automation routes leads, creates tasks and enforces follow-up service levels
• Lead scoring combines fit, behaviour, intent and sales acceptance criteria
• Generative AI prompts produce account briefs, call plans and draft outreach
• Human review checks AI outputs for accuracy, tone, confidentiality and bias
• Automation rules prevent duplicate messaging, orphaned leads and premature escalation
• AI use cases prioritised by value, risk, data readiness and adoption

Participants can apply practical data, access and vendor controls to sales technology workflows.

• Consent management distinguishes lawful marketing permissions from legitimate sales outreach
• GDPR principles applied to personal data collection, retention and access
• Role-based access controls limit CRM visibility by job responsibility
• Data-quality scorecards track completeness, accuracy, timeliness, consistency and uniqueness
• Vendor due diligence reviews integrations, data processing terms and security controls
• Sales communications retained under documented retention schedules and legal holds

Participants can prepare a practical plan for improving sales technology adoption, governance and commercial results.

• Sales technology maturity assessment identifies process, data, skills and governance gaps
• Use-case prioritisation scores revenue impact, effort, risk and adoption readiness
• RACI matrix assigns ownership for administration, data stewardship, coaching and support
• Adoption metrics track active use, workflow compliance, proficiency and business outcomes
• Manager coaching cadence connects dashboard evidence to observable seller behaviours
• 90-day application plan specifies actions, milestones, measures and stakeholder commitments