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Webinar- Modern Selling the LinkedIn Way!

April 16 @ 1:00 pm - 3:00 pm EDT

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”.

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  • 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

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.


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Meeting ID: 251 266 7941

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Meeting ID: 251 266 7941

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April 16
1:00 pm - 3:00 pm
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