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Sales Success Utilizing Social Media

Course Details
Code: SOCSELL
Tuition (USD): $1,295.00 • Classroom (2 days)

A new age of customers has emerged, and they use social media. They use LinkedIn, Twitter and Facebook. They read your website and blog, and those of your competitor's, before they ever contact your company. And they expect you, the salesperson, to know exactly what they want. The power once held by the sales representative as the keeper of knowledge has shifted to the customer. Whether B2B or B2C, customers and clients are smarter buyers, and engaging them is of critical importance. With the advent of social media, finding new leads, nurturing them through the sales funnel and closing deals has changed the landscape of what it means to be sales professional. A different approach is needed to engage customers where they are, and that approach is to use social media channels.

Skills Gained

  • Harvest and nurture leads using social media
  • Learn the potential of your social selling skills using social media platforms such as Facebook, Twitter, LinkedIn and more
  • Immerse yourself in the tools using the ASPE-ROI hands-on approach for social selling
  • Use low-cost prospecting to increase your commission
  • Learn how to nurture leads and correctly time communication throughout the sales funnel cycle using social media
  • Forecast and analyze your selling potential using social selling
  • Decide which platform(s) will work best for you
  • Build better relationships with your customers
  • Learn how to manage multiple platforms of social media to effectively engage, communicate and listen to your leads and customers
  • Increase your sales volume

Who Can Benefit

  • Account representatives
  • Account associates
  • Account managers
  • Territory managers
  • Business managers
  • Business owners
  • Lead strategists
  • Team manager
  • Sales representatives
  • Sales managers
  • Business development professionals
  • Vice presidents of sales

Course Details

Day 1 - Social Selling

I. Introduction to Social Selling

  • Connecting not collecting – listening and joining the conversation
  • What Social selling and direct sales have in common
  • How to get started
  • Importance of building your online presence (no matter what you are selling)
  • Sales 2.0 (versus the older sales model)

II. Evolvement of the Social Sales Cycle

  • Introduction of the social sales cycle
  • Lead generation strategies
  • Lead qualification and opportunity management

III. Strategy for Social Selling

  • Where are social media tools most effective in the social sales cycle
  • Reach your prospects with the relevant message
  • Why social selling is relevant in B2B sales

IV. Tools of Social Selling

  • A basic social networking overview
  • How to find the conversation
  • How to start a listening campaign
  • Rules of engagement

V. The Social Sales Funnel

  • Feeding the funnel with social leads
  • Pitching vs. creating desire
  • The follow up process of a lead
  • Creating advocacy after the sale

Day 2 – The Social Networks

I. LinkedIn

  • Lab: Create/update your LinkedIn profile to maximize impact
  • Lab: Search and join groups relevant to your industry
  • Lab: Search and save your ideal customer profile
  • Your LinkedIn Profile
  • How to find connections relevant to you and your industry
  • LinkedIn Groups and how to effectively use them
  • Advanced LinkedIn Sales Strategies
  • Advanced features for LinkedIn Premium Accounts
  • LinkedIn Sales Navigator

II. Twitter & Facebook

  • I am here, now what?
  • How to find the right conversations
  • The anatomy of direct selling through Twitter & Facebook
  • Making the most of searching for potential customers in Twitter & Facebook
  • How to get results with Twitter & Facebook
  • Lab: Find relevant contacts on Twitter for your industry and follow them
  • Lab: Analyze what your competition is doing on Facebook

III. Blogging

  • How writing and commenting on blogs ties in to LinkedIn
  • Determine what type of blog works for sales people
  • Reach your target perspectives through video blogging
  • How to listen and comment without pitching
  • Lab: Create the basic foundation of a content strategy around blogging for purposes of increasing connections and leads

IV. Sales Intelligence

  • How to improve sales rep effectiveness
  • Building and monitoring your list of prospects
  • How to incorporate your CRM with LinkedIn and other platforms
  • Social sales forecasting & analytics
  • Tools used by the pro's

V. The Real ROI of Social Media

  • When to expect a return
  • Effective time management
  • Your 4 week social selling game plan
  • Lab: Create a four-week checklist for your own sales strategy and accountability measures for continued success
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