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A webinar about the Social Selling evolution- clients buy differently now than they did a few years ago and therefore sales professionals MUST adapt with social prospecting techniques that work.
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The Social Selling Evolution
Socialize Your Sales Pipeline
Traditional prospecting not working?
COLD CALL, COLD CALL…
FRUSTRATED!
Because The Buyer Has Changed!
57%
Enterprise
Mid-Market
Small Business
The World Is Moving Social
20%
Want More Evidence?
23,000 Sales Reps
50% in 5 days
$800,000 in 120 Days
3.5 meetings
17 Meetings in 60 Days
Result: Buying With Or Without You!
First To Add Value – Wins!
Don’t Be Like Them!
“No Value – Sales Rep” “Invisible – Sales Rep”
WSI Social Selling is the Solution
The DEFINITIVE Social Selling training program!
Every client experience increases best practices.
“Crowdsourcing”
Content Updates = Content Machine
“Wikipedia for Social Selling”
Partners access the world’s standard for Social Selling training.
LMS
Instructionally designed
eLearning System
WSI “7 STEP PROCESS”
Training Program Outline COURSE CODE COURSES
Pre-Work INTRODUCTION TO SOCIAL SELLING
Sales Kickoff TOP 10 TIPS, TRICKS & TACTICS
Sales Kickoff On premise training kickoff / Sales Kickoff “Learning Path” Survey
Module 1 Building a buyer-centric Social Profile
Module 2 Mapping you Buyer Personas
Module 3 Finding content that intrigues your buyer
Module 4 Sharing content to push your buyer off their Status Quo
Module 5 Campaigning & Connecting with buyers
Module 6 Trigger Event Selling
Module 7 Sphere of Influence Selling
Module 8 Social Selling Routine 30-to-60 minutes per day
Module 9 Leveraging Hootsuite for Content Sharing
Module 10 Leveraging Hootsuite for Social Listening
Module 11 Utilizing the LinkedIn Mobile App
Module 12 Competitive Intelligence
SALES REP CERTIFICATION
Module 13 Building an internal content curation machine
Module 14 Checklist and asset best practices for campaigning
Module 15 Priority Shifting - Creating a conversion funnel using LinkedIn
Module 16 Building a campaigning routine for sales reps
Module 17 Micro-Marketing Strategies
Module 18 Introduction to Advanced Social Selling Tools
CORPORATE CERTIFICATION
Module 19 Campaign adjustments and more advanced tools
Module 20 Campaign adjustments and more advanced tools
RECERTIFICATION AFTER 1 YEAR
Week 1 – 12: Social Selling in 30-60 minutes per day
Weekly Training Modules
Sample Curriculum: Sphere of Influence
Client Success Story
The Decision-Maker @ your Client
Corporate Insights
Followers
1st Degree Connections
SOCIAL SELLING DEALS!!!
Week 13 – 24: The Social Selling System
Every 2 Weeks - Training Modules
Sample Curriculum: Priority Shifting
Unique Tracking URL for Sales Rep
“I don’t have a problem”
“Ok, so I have a challenge, now what?”
Share article that pushes a buyer
off their Status Quo
Sales Reps generate new sales opportunities – Social Proximity
Success Story: Cision Campaigning for “Social Media Ref”
http://www.youtube.com/watch?v=kj2Qpv_YANE
Week 25+ : Campaigning & Advanced Tools
Every 2 months - Training Modules
Step #6 – KPI’s & Measurements
Network Growth Buyer Engagement Sales Opportunities Won Business
Step #7 - Certification
Complete Access to LMS Content
Suggested KPI’s & Observable Behaviors
Instructor Certification
Ongoing Support through Implementation
Success Story: Oracle Global roll-out to all 23,000 sales reps
After 1 Year: Continuous Education
The one constant in Social Selling is CHANGE
CURRICULUM WILL EVOLVE & GROW!
Questions?
Sharon Herrnstein, BA, MBA
President, Certified Digital Marketing Consultant
WSI Digitaledge Marketing
416-564-1863
www.wsidigitaledgemarketing.com
©2013 WSI. All rights reserved.
