Toolbox Social Selling

Social Selling

– Reach new customers more effectively through LinkedIn

Social Selling

– Reach new customers more effectively through LinkedIn

Social selling is about leveraging your social network

LinkedIn can be used as a tool for

to find the right prospects, build trusted relationships

raising your professional profile,

and ultimately, achieve your sales goals. Mastering this

lead generation, lead nurturing and

sales technique - thus thoroughly understanding both

appointment setting.

the “do’s” and the “don’ts” – yields material results as

LinkedIn in short: Globally, the current

it enables a more intelligent sales lead generation and

number of LinkedIn users has recently surpassed

sales prospecting process and reduces the need for

400 million. Thus, a wide range of strong commercial

cold calling. Building and maintaining relationships

opportunities exist within LinkedIn, including

is easier within a network that both you and your

professional use of the personal profiles, enrichment

customer trust.

of the network, booking meetings and generating new leads.

Social Selling

Together with Digital Works, Future Group has designed a 2 day training workshop in LinkedIn as a lead generator.

What does this training include: High degree of hands-on. A 2 day training workshop for the sales reps and other roles in contact with customers in order to increase their level of knowledge, ensure the professionalism of their personal profiles and secure a professional and focused effort with the commercial opportunities on LinkedIn. To be prepared for the training the participants must spend a little time reading some basic information about LinkedIn.

Agenda Day One

Agenda Day Two

• Introduction to the LinkedIn project and

• Catching up from last time – Have we met the

presentation of the desired outcome and wins (aligned and agreed with the partner) • What is social selling?

• The look and feel of a professional profile • How to grow your network with relevant

objectives from day one?

• Sharing content– The participants will share relevant content with help from the trainer.

• LinkedIn for lead generation – The participants will in advance have chosen a minimum of five

connections

companies they wish to engage in dialogue with.

•

How to use LinkedIn for networking

They should have no connection with anyone

•

The professional behavior on LinkedIn

relevant at the company at the time. During the day,

•

How to communicate on LinkedIn

we will work towards finding the right entry to each

•

Lead generation on LinkedIn

company and plan specific actions to engage in

•

LinkedIn for meetings

dialogue.

•

The position as “visible expert”

•

LinkedIn Pulse

• Presentation of KPIs – predetermined in •

• Lead generation through groups – We work with groups that the participants are already members of, but we also research the market for new

accordance with the partner

groups, and learn how these groups can be used

Tasks and objectives for the second training day.

commercially.

• The use of shared connections – We will specify how to generate leads and qualify dialogue through shared connections.

• Booking of meetings – In advance, the participants will have chosen at least five leads which they are connected with and with whom they wish to book a meeting. We will work with the specific communication and send it during the workshop.

• How to affect new influencers and decision makers.

Social Selling

Investment

Practical

The investment for the 2 day training workshop is

Number of attendees:

9.500 EUR ex VAT.

The maximum number of participants is 15 people.

• including participation of max. 15 people,

This will ensure the possibility for individual assistance,

preparation, evaluation of the project, and a

focus on the specific target group of each participant

LinkedIn book (in Danish or English) for each

and time for questions.

participant.

• excluding travel and accommodation (if outside Copenhagen area).

As an Autodesk partner you can apply for CDF funding for this training. Up to 50% of the amount you will be able to get from Autodesk.

About the trainer: The trainer of the LinkedIn workshops is Nicolai Hæggelin (https://www.linkedin.com/in/ nicolaihaeggelin/). He has had extensive experience with online media since 1998. He is the founder of Digital Works (www.digitalworks.info), has been using LinkedIn since 2004 and is the author of the book “The

ROI

Free-way to LinkedIn”. Nicolai has trained more than 6,000 people in using LinkedIn for business

• Awareness of the value of social selling • A solid and professional presence on LinkedIn for the participants.

• An in-depth knowledge and understanding of how LinkedIn can be used as a sales tool.

• Competencies for using the platform to book meetings.

• KPIs to measure the long term efforts.

• Tools for lead generation in regards to specific business segments.

Nicolai Hæggelin Founder of Digital Works

Contact If the above is of interest, please contact your Partner Manager.