Social Selling Foundations

Course details

Your customers and prospects are sharing much about what's going on in their lives publicly on social media—from their favorite hiking spots to their latest professional moves. As a salesperson, this information can help you do your job better, but getting started can seem overwhelming. In this course, Derek Pando explains the basics of social selling and shares how leveraging your social network can help you more effectively target, understand, and engage with prospects. Along with showing how to cultivate your online professional brand, Derek shares techniques for growing your network, building relationships with prospects, and measuring your social selling success.

Learning objectives
Recall three characteristics of a customer-centric profile.
Learn the steps needed to build a customer centric profile.
Identify three strategies for becoming a thought leader on social media.
Discover strategies for positioning yourself as a thought leader in your industry on social media.
Recognize the two types of buyer intent indicated by social data.
Recognize the different signals of buyer intent on social media.
Identify the version of LinkedIn designed particularly for salespeople
Navigate the various social selling tools that can accelerate your journey.

Concepts

0. Introduction

01 - Social media for sales success

1. Create a Professional Online Brand

02 - A customer-centric social selling profile
03 - Using content to expand your reach and visibility
04 - Creating original content

2. Target and Find the Right Buyers

05 - Mapping out your ideal prospect
06 - Finding those ideal prospects

3. Understand What Your Buyer Values

07 - Knowing when a prospect is ready to buy
08 - Leveraging insights to get your foot in the door

4. Engage in a Personalized Way

09 - Reaching out to prospects directly
10 - Growing your network
11 - Common mistakes in growing your network
12 - How to ask for an introduction

5. Making Social Selling a Success

13 - Maintaining your sales network
14 - Measuring social selling success
15 - Social selling tools

Conclusion

16 - Next steps