Social Selling

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Social SellingThis 1 day event is aimed at:• Sales professionals to maximise the use of social media tools and

techniques available to enhance sales activity, develop relationships and lift sales results.

• The modern sales professional working in today’s increasingly competitive environment where customers are becoming harder to contact and using the information available to take themselves further down the buying process.

• Focusing on how to use technology available to simplify and streamline sales activity which top performers already understand.

Business OutcomesSales people who understand the strength of using social media and can use it effectively to:• generate more business opportunities• enhance sales results• build stronger business relationships with new and existing customers

Programme ObjectivesAfter attending this course, delegates will:• Understand Social Selling as a concept• Develop a personal Social Selling philosophy• Recognise today’s B2B (and complex B2C) customer• Appreciate the components of Social Selling• Build a Social Selling technology platform• Use tools and techniques to connect and engage with customers and prospects• Align effective sales strategies with Social Selling best practice• Measure effectiveness of activity

Programme ContentIntroduction and Welcome• Embracing Digital Disruption

Social Selling Mind-set• Tuning in

The Platform• What is best to use• Getting Up and Running• Posting

Bring it all Together• Action plans

Engagement• Prospecting• Building Relationships• Worst Practices• Using other media

Measurement• Social Selling Index• Klout Score• Revenue Attribution

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Social Selling – Full Programme ContentIntroduction and Welcome

Objectives and training ROI

Embracing Digital DisruptionCourse and individual objectivesFacts and figuresIntroduction to Social Selling Model

 Social Selling Mind set

What is Social SellingBuilding a personal brandThe importance of contentDeveloping relationships and networksTuning in to ‘social listening’Differentiation through thought leadership

Platform Why LinkedIn?Getting Up and Running

Profile – making it work and keeping it realNetwork – connection philosophy and who cares?Groups – levelled approach Alumni – powerful route to connectProfile view – time to reach outJob change – build on past success

PostingHow much and what?Sharing is caring - protocolsGenerating info graphics

Cavorting cats 

Engagement‘Prospecting’

Givers get!Creating social capitalUnderstanding ‘buyer personas’Aligning Key Account Management strategiesFollowing companies and influencers

Identifying ‘pain points’ and opportunities to collaborateGenerating insight

Recommendations, Referrals, IntroductionsBuilding Relationships

Active-constructive responses – beating ‘That’s great!’Mixed media contact – closet through greater connectivityStory telling – the Heroes Journey

Worst Practice on LinkedIn Using other media including Twitter and Facebook

 Measurement

Social Selling IndexEstablishing your professional brandFinding the right peopleEngaging with insightsBuilding relationships

Klout ScoreRevenue Attribution

Bringing it all togetherAction Plan – making it habit

Contact Details

Fred Copestake07793 233477

fred@brindis.co.uk

www.brindis.co.uk