Social Selling – B2B Sales Essentials℠, B2BSE-13

Session Length: 14-18 hours* | Target: All staff, all Levels | Prerequisites: B2BSE 1-10 helpful but not required | Delivery: taught live or webinar

Successful B2B sales professionals manage their accounts and territories much like a top wealth manager manages a portfolio. They are continually working on plans to expand account relationships to build mutually profitable business. They correctly assess relative account value and adjust their time, efforts, and resources according to a combination of an account’s current volume plus its future potential.

Note: the content in this module is continuously updated to reflect current and emerging best practices in social selling.

*The length of this module varies by the inclusion of practice sessions within the module, as well as the inclusion or exclusion of topical content. Topics in Social Selling include:

• Social Selling Stats & Trends – the entire selling process has changed
• Networking Basics – doing the right things will pay off quickly
• Your Personal, Professional Branding
  • What makes you a highly trusted brand?
  • Tools to monitor and raise your brand
• Social Networking – unleash the power of the social network
• Building Your Own LinkedIn Profile
  • 27 steps to create & maintain a complete, client facing-profile
  • How to score your own LinkedIn profile (and improve it)
  • Insider secrets that drive sales and make you a sought-out provider and trusted expert
• Expanding Your LinkedIn Network
  • Strategies for growing your network with the right connections
  • Guidance on connecting with clients and competitors; settings; capitalizing on views; visibility
• The Top 15 LinkedIn B2B Sales Strategies – deep dive in to what does and does not work
  • Advanced research strategies and tools for companies, markets, prospects, competitors, and more
  • Advanced strategies for connections, groups, visits, rich media, downloading, buyer personas, Premium membership, content publication and curation, 50+ sales trigger events, and more
• Your Social Selling Index Score and Personal Action Plan
• Additional Course Considerations for B2BSE-13:
  • Seven different workshops integrated into this practical, hands-on session
  • Requires online access during the session
  • Optional assessment of LinkedIn profile available