Modern Selling the “LinkedIn Way”

Over the past decade we have witnessed the digital transformation of the B2B buying process. It is fact, that your prospects and customers have become increasingly socially engaged with their supply chains and other customers. This has triggered substantial changes in the buying behaviour which has significantly impacted the B2B selling process. In this fast pace workshop delivered by Rick McCutcheon, a leading authority on Social Selling, we will explore these changes and identify how to become a “Modern Seller”.

WHO SHOULD ATTEND?

• Business Principles

• Sales & Marketing Leadership

• Sales Teams

• Channel Partner Managers

• Social Media Professionals

Course Outcomes:

On completion of this fast-paced workshop, participants will be able to:

• Build a professional profile on LinkedIn

• Have the plan and strategy in place to build out their online brand and connect with their business ecosystem

• Thoroughly understand and implement a Modern Selling process

Session Outline

• The 3 pillars of Modern Selling success

  • Building a trusted relationship with your business ecosystem

  • Following a repeatable social selling process

  • Leveraging technology and social selling platforms

• Engaging with Customers and Prospects – how social platforms are changing the rules

  • Google My Business

  • Bing Places for Business

  • Facebook for Business

  • Twitter

  • YouTube

  • LinkedIn

• The Five Stages of a typical B2B buying process

  • Determining a need

  • Researching suppliers

  • Planning & budgeting

  • Engaging vendors & resellers

  • Making the buying decision

• Building a repeatable Modern Selling process with LinkedIn

  • Overview of LinkedIn properties

    • Individual profiles

    • Business pages

    • Showcase pages

    • Groups

  • Connecting with your business ecosystem

    • Connecting

    • Posting

    • Sharing

    • Commenting

• Strategies for creating and sharing content

  • User generated content

  • 3rd party content

  • Articles

  • Videos

  • Events

• Selling through Influence

• Overview of Sales Navigator for B2B selling

• 90 Days to a social selling success plan

Program Creator & Facilitator: Rick McCutcheon, Sales Expert and Innovatiovation Factory Executive- in- Residence