DMA Programmes

Certified Digital & Social Selling (CDSS) Course

The sales landscape has changed dramatically. Customers are now empowered to make purchasing decisions, making it tougher for sellers in an increasingly challenging marketplace. Social selling tools and techniques are now any successful sales strategy revolutionizing sales and prospecting. Whether you’re a B2B or B2C seller, this professional certification will equip you with the knowledge and skills needed from identifying prospects to engaging with insights to driving that final sale. Transform your selling capabilities by becoming a Certified Digital and Social Selling Specialist.


– Specialist Certification

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“Social Selling tools are revolutionizing the way we sell.”

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Duration – 1 month

  • Online 5 lecture hours

Skill Level





(inclusive exam fees)

Validated by the Global Industry Advisory Council (GIAC) Members Include:

Our Graduates are thriving

Digital Marketing Institute certified professionals work with some of the world’s leading brands.

Course Overview

Who is this program for?

  • Salespeople, Consultants, Team Leads and Sales Reps of all levels
  • Business Development Executives and Managers
  • Account Managers, Relationship Managers and those leading sales teams
  • Entrepreneurs and Small Business Owners
  • Marketing staff and other roles looking to develop their digital sales capabilities
  • Executives that need an awareness of digital/social selling at a strategic level
  • All customer facing roles

What can you expect?

This program uses dynamic video, interactive learning and practical exercises to provide you with a hands-on learning experience. As this is a five-hour program, you can choose to learn everything in one day or dip in an out of content over 3 months.

What will you learn?

This program provides a complete social selling toolkit for sales representatives to help prospect, influence and close sales confidently online. A practitioner-led program, it will provide you with practical and instantly applicable solutions to increase leads and close more deals. After completing the Certified Digital and Social Selling Specialist program, you will:

  • Understand the value of social selling and using digital techniques in the sales process to enhance performance.
  • Find and identify the ideal buyers for your product and service
  • Monitor important conversations within your industry
  • Personalize engagement with target prospects
  • Rank highly in search results (LinkedIn and Google) to attract prospects
  • Recognize how to understand buyer needs and motivations
  • Provide value-added content to build trust with potential and existing customers.
  • Use social selling to convert and keep customers and grow your sales

There are 5 comprehensive modules in this program:


of Social Selling

The Fundamentals of Social Selling module will demonstrate the value of social selling and how incorporating digital technique into the sales process can enhance your performance. The module will enable you to understand how the buying process has changed over the past 10 years and its impact on traditional selling methods.It will also explore social networks and the value of your personal brand online. On completion, you will have a fundamental understanding of the key concepts of social selling and know the value of integrating digital tools into your sales process.

  • What is social selling?
  • What is its value – the changing face of selling in a
    traditional setting
  • The ROI of social selling
  • Stages of the sales process and social selling integration
  • Fundamentals of your social networking
  • Fundamentals of personal branding


Finding and
Targeting Prospects

This module will help you understand how to use social research to build accurate personas for your target sector(s). You will know how to use social intelligence and social listening to monitor online interactions and behavior. By using research and social intelligence, you will be able to leverage your network effectively to apply personalized engagement process.

  • Customer personas
  • Factors influencing customers
  • Finding and identifying the right buyers
    – your ideal prospect!
  • Profiling buyers
  • Decision makers
  • Social listening
  • Explore prospect objectives and business priorities
  • Using LinkedIn and other tools
  • How to identify and target a prospect



This module will help you attract the ideal prospects making sure they find you easily through digital and social techniques. It will ensure you appear in their social network feeds and rank highly in search results. In addition, you will know how to create and curate content for social selling, matching the right content with the right channels. It will also help you build your network within the buyer community, analyze content engagement and refine.

  • What does your audience want?
  • Personal branding
  • Content creation and curation
  • Selecting and creating relevant, engaging content
  • Blogging
  • Matching content to each stage of the nurturing funnel
  • Content strategy
  • Content distribution
  • Customer facing profile (optimized for search)
    – endorsements, credibility, which networks
  • Educating buyers
  • Influencing
  • Personas
  • Growing your network



This module will explore the needs and motivations of buyers and show you how to provide the right value-add content to build trust with potential and existing customers. In addition, you will be able to share content to build stronger relationships and engagement at all stages of the sales funnel.

  • Aligning communications with buyer’s objectives
  • Insights
  • Storyboarding
  • Connecting – best practice (incl.timing)
  • Engagement techniques
  • Engaging (with key decision makers) at the right time
  • Reaching out directly (including messaging), messaging
  • Email best practices and avoiding spam
  • Discussion forums
  • Direct contact techniques e.g LinkedIn InMails
  • Building relationships with customers/decision makers
    throughout the lifecycle
  • Taking online conversations offline
  • Not every communication is a sales message


Closing and

An essential and sometimes tricky part of the sales process, this module will show you how to use social to convert and retain customers so that you ultimately increase revenues. By the end of the Closing and Retaining module, 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.

  • Overcoming challenges
  • Negotiating
  • Closing
  • Social account management: meaningful dialog
  • Social listening
  • Growing the business
  • Key performance metrics (benchmarking success)
  • Creating a practical social selling plan

Program Delivery

Supporting your online learning journey…

Our Digital and Social Selling program is available to study online via the Digital Marketing Institute’s dynamic online learning environment, known as the Class Network.

How we can guide you through your online learning journey:

Access to HD video lectures with accompanying downloadable program material.

Access to discussion forums to interact with and learn from fellow students to progress through program material towards certification.

Your Program Manager is available to support you during your study and assist with any administrative related queries.

Access resources to help you with your studies including self-directed practical exercises and recommended reading.

The Class Network also contains information on the exam, which you must complete successfully to achieve certification.

The Class Network can be accessed 24/7 through your desktop or mobile device.

Certification Roadmap for Industry Professionals

Our suite of certifications enables professionals – at all stages of their career – to progress from Associate to Master to learn relevant and industry aligned skills that can be applied to any role to drive career success.






Media is


Exceeding sales quota with LinkedIn

Sales professionals who use LinkedIn for social selling are 51% more likely to exceed their sales quota than those who don’t use it


Gain in year-on-year revenue

Sales professionals who use social selling help best-in-class companies achieve a 16% gain


B2B buying decisions

A gradual increase in the ability to use digital channels has changed 92% of B2B buying decisions


Response from Prospects

40% of sellers believe that getting a response from prospects is more difficult now than it was 2 years ago


The assessment is a computer-based exam that will measure your knowledge and social selling proficiency on completing the program.

The duration of the exam is 60 minutes. A range of different question formats are used including text and image-based multiple choice and matching questions.

Our exams can be taken at any Pearson VUE test center which spans over 5,200 centers in 180 countries.

The use of Pearson VUE to deliver our exams increases the value of our international to provide you with a quality, consistent examination experience, no matter where you are in the world.

Subject Matter Experts

Delivered by industry leading experts, this professional certification will introduce you to the most relevant and applicable aspects of digital and social selling.

Our specialist product team works closely with leading industry experts to create, review and update the certification learning outcomes on a regular basis. This ensures that what you learn is instantly applicable to any sales role and aligned to the needs of the industry.

Subject Matter Experts collaborate with the Digital Marketing Institute on the design and development of program materials, so your learning is shaped by their practical experience, expert insight and case studies.