Grow Your Sales &
Business Through
Social Selling
Institute for
Social Selling
93% of buyers search first
Most B2B Prospects
Research a Company
and a Sales Person
Prior to a Meeting
Using the Impersonal
Web to Personalize
Your Sales Efforts
People buy from people they like, from people who provide value, from people who they trust. Social Selling…• Ensures relevancy • Establishes credibility
• Maximizes brand visibility • Increases referrals
• Maintains margins • Provides leverage • Improves close ratios
0 10 20 30 40 50 60 70 80
Sales People Who
Practice Social Selling
“Social Media and Sales Quota” Study
73%
23%
Social Selling – Impact on Business
Percent Who Outperform Peers
Percent Who Exceed Quota
“Social Media and Sales Quota” Study
73%
Social Selling – Impact on Business
Percent of Sales
People Who Never
Receive Social Media/
Social Selling Training
Most are expected to “figure it out themselves” or worse, “wing it.”
A comprehensive workshop designed to ensure prospects and clients find the right information about your team, and your team finds the right information about your prospects and clients.
• World-class presentations based on
the top-rated Know More! business improvement programs
• Interactive workshops • Concrete deliverables
• Embeds into existing processes
• Videos, books, guides, and software
to ensure ongoing learning and consistent usage
• Train the Trainer program
• What is your team’s online presence? • Who is your target, and where are they?
Assessment
and Strategy
• Develop the right online image • Control what others find on you
Personal
Branding
• Identify new sales opportunities
• Ensure relevancy during sales calls
Sales
Intelligence
• Videos, books, guides, and software • Embed Social Selling into your firm
Ongoing Tools
and Learning
Assessment
and Strategy
Where are you today? Where would you like to be tomorrow?
• Assess your team’s online
reputation and readiness
• Assess online risks including
social media policy review
• Identify social key messages
• Define your ideal client
• Identify key target audiences
and where they are online
• Determine success metrics
To see a list of existing Institute Clients, CLICK HERE
Personal
Branding
What happens when a prospect or client searches for someone on your team? What do they find?
• Learn the power of a personal
brand and why everyone has one
• Discover practical ideas to
ensure a positive online persona
• Craft a powerful online presence
in LinkedIn and more; control personal search results
• Get key messages to the right
audience at the right time
To see a sample Personal Branding presentation, CLICK HERE
Sales
Intelligence
In a sales call or meeting, are you always relevant to what the other person cares about? Are you
building value-based relationships?
• Discover Web search secrets for
finding qualified leads,
uncovering opportunities, and understanding decision makers
• Learn what is important to your
prospects and clients so you can close more business, faster
• Uncover resources that will help
deepen client relationships
To see a sample Institute Selling presentation, CLICK HERE
Ongoing Tools
and Learning
Does your team’s learning continue after the workshop is complete? Do you have the tools necessary to
implement what is taught?
• Workshop attendees receive
access to…
• Continually updated video library • Custom search resources
• Online portal featuring downloadable guides, scripts, organizational tools, learning guides, and more
• Latest edition sales intelligence book (named 2012 Sales Book of the Year) Personal Branding eBook, and
custom Resource Guides
See what others say about Take the Cold Out of Cold Calling, CLICK HERE
Workshop Deliverables
Social Selling attendees receive practical, hands-on education; in addition to
learning the value of Social Selling and how to implement what is taught, each attendee will also receive…
• Customized personal branding bio • Optimized LinkedIn profile plus
account creation on selected personal branding resources
• Customer Research Management
profile custom to your company
• Completed profile for one of your
company’s real prospects or clients
• Custom email, telephone, and
Sample Schedule (1 Day Program)
Pre-Program Preparation: Client research and company personal branding assessments completed (10 – 20 hrs)
Pre-Program Meeting (or Call): Identify key audience targets, core social media messages, success measurements, and solidify online social selling objectives and strategies (3 – 5 hrs)
Program Day:
• Personal Branding overview presentation (2 hrs)
• Personal Branding hands-on training; crafting customized LinkedIn
profiles and other personal branding resources; registering for target audience groups, forums, etc. (2 hrs)
• Sales Intelligence overview presentation (2.5 hrs)
• Hand-on research identifying lead opportunities, completing custom
customer research profiles; learn how to use Sales Intel Guide, Software, etc. (1.5 hr)
• Craft custom email, first call, and in-person meeting scripts; role
play value-based selling call/meeting (1 hr)
Post-Program Follow-Up: Conduct one or more follow-up webinar training sessions to answer questions, train on resources, etc.; Work with
executive management to embed key learnings into existing sales processes, CRM systems, etc. (10 hrs)
Training Reviews
“A must-have resource for anyone involved in sales and business development.”
Harvey Mackay, World-Renowned Speaker New York Times #1 Best Selling Author
“Because of this program, I was able to find inside information about a very important prospect that directly led to me landing a $400,000 commitment. Your workshop training program and resources are today’s sales success secret.”
Joel Mandel, Executive Director
“This training is one of the most eye-opening, mind-blowing, programs I have ever
experienced.”
David Avrin, CEO, The Avrin Group
“Our attendees repeatedly described the program with words such as ‘awesome, ‘WOW!’ and ‘fantastic!’ I heard nothing but raves including ‘best program ever!’ You had an amazing impact.”
Sandra C. Williams, S.P. Richards Company
“After attending your training, we
immediately used what we learned and landed a $4 million dollar account, with more to come.”
Anthony J. Parr CFP®, Managing Director
“Every one at our National Sales Meeting has already asked when you can come back so they can learn more!”
Wendy J. Senior, Sales Manager, 3M
“One of the rare programs that provides attendees with intelligence. Rarely (if ever) have I seen a program impact a group of attendees like yours did.”
Andy Smith, SVP, Experient
“The training was spectacular! It was so good, I selfishly almost wanted to keep it to myself so I could appear to be some sort of genius!”
Jack Province, GM, Bert-Co Industries
“This training is a gold mine of tips and tools you can instantly us to raise the bar.”
Alan Geller, Managing Director, AG Barrington
To see the value others have received from Institute training, CLICK HERE
Teri Ross
• Marketing Technologist • One of the top 1% most
viewed LinkedIn profiles
• Veteran online marketer
since 1995
• Past owner and publisher of the award-winning
trade publication techexchange.com
• Created measurable marketing strategies and
tactics for more than 500 B2B and B2C companies in the US and Europe
• In-depth experience with marketing technology
platforms for social media marketing, e-commerce and lead-generation
• Published case studies in the book "Google
Income: How Anyone of Any Age, Location, and/or Background Can Build a Highly Profitable Online Business With Google"
Sam Richter
• In both 2011 and 2012,
named one of the Top 25 Most Influential People in Sales
• Sales Intelligence book,
Take the Cold Out of Cold
Calling, is now an international best-seller, in its 10th edition, and named 2012 Sales Book
of the Year
• Listed as one of the Top 25 Most Influential
Chief Marketing Officers on Twitter
• Listed as the Top 1% of LinkedIn Viewed
Profiles
• Finalist for Inc. Magazine’s Entrepreneur
of the Year
• Multiple winner of international sales and
marketing competitions including Best of Show at the International Film Festival
• Multiple Codie Award winner (Oscars of the
Software Industry)
• Named Business Journal Forty Under 40
Contact
To learn more, visit:
www.instituteforsocialselling.com
Email:
info@instituteforsocialselling.com
Call:
612.655.3397
Learn more: Visit the Institute for Social Selling Website
