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Modern Selling the LinkedIn Way

March 31 @ 1:00 pm - 3:00 pm


March 31st, 1-3 pm followed by Mentorship Circle April 9th at 9:30 – 11:30 am

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 on April 9th at 9:30am where we will work in groups and collectively discuss your social selling-related questions while being mentored.


  • 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


Program Creator & Facilitator

Rick McCutcheon, CRM MVP, CSP – Certified Sales Professional

For over the past 20 years Rick McCutcheon the founder of 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 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, and Innovation Factory.