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”.

This session will be followed by a Mentorship Circle where we will work in groups and collectively discuss your social selling-related questions while being mentored.

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

o Overview of LinkedIn properties
Individual profiles
Business pages
Showcase pages
Groups

o Connecting with your business ecosystem
Connecting
Posting
Sharing
Commenting

o Strategies for creating and sharing content
User generated content
3rd party content
Articles
Videos
Events

o Selling through Influence
Overview of Sales Navigator for B2B selling
90 Days to a social selling success plan

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Program Creator & Facilitator

Rick McCutcheon, CRM MVP, CSP – Certified Sales Professional

For over the past 20 years Rick McCutcheon the founder of www.FullContactSelling.com has helped thousands of technology professionals improve their business results. Through career as a company founder, educator and advisor he has been awarded the prestigious designations of CSP (Certified Sales Professional) with Distinction from the Canadian Professional Sales Association www.CPSA.com. He has also been a 6-time recipient of the coveted Microsoft Dynamics MVP Award for Customer Engagement. As a professional speaker and workshop leader, he has traveled extensively to deliver practical yet innovative messages on the Digital Transformation of the B2B Selling to a global audience.

This Webinar will be hosted by Haltech, Innovation Factory and Altitude Accelerator.