the social selling evolution- socialize your sales pipeline

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

sherrnstein@WSIDigitaledgeMarketing.com

www.wsidigitaledgemarketing.com

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