Social selling


SOCIAL SELLING Studies show that more than 70% of the customer’s decision-making has been completed before they make the initial contact with a potential vendor. The average number of contacts required for salespeople to close a sale has also increased dramatically in recent years – up to 5.7 contacts. So there is a strong need to build relationships with more people inside and outside a customer organization to influence the decision in your favor.

In a buying process, customers begin forming «relationships» with potential vendors long before they make personal contact. This underscores the need to be «present» and position yourself as a competent resource to whom potential customers can turn to help them find solutions to their problems. This program is designed to help sales professionals build their online presence to communicate more effectively with current customers and future prospects.


  • Phone stops ringing – the number of leads generated «naturally» by word of mouth, reputation, brand and other traditional methods slows or stops
  • Loss of a key customer – you were unaware of or not involved in their buying process from the start because they were communicating with a competitor long before you received the RFP
  • Being caught by surprise – you are in a customer meeting and are asked to comment on the discussions taking place in industry-specific forums regarding the changing market trends and other topics, and you are unaware of them
  • Being unprepared for a meeting – you ask your customer questions for which they expect you to know the answers already (because it’s on their professional social media profile)


  • Understanding the context and importance of a cohesive and comprehensive professional social media profile in today’s business environment (the “Why”) as part of the customer engagement process
  • Improving the quality of your social media presence by following a well-established etiquette on creating, curating and publishing content to position yourself as an expert in your domain
  • Preparing more effectively for meetings by understanding people based on how they present themselves to the world in social media, identifying connections and creating credibility before the first meeting
  • Positioning your expertise to attract the attention of potential prospects and motivate them to contact you
  • Maintaining customer relationships by continually adding value to their knowledge and network, and following the developments in their contacts’ careers
  • Listening more effectively to identify trends and issues that affect your customers and their prospects


  • Build a professional brand to position yourself as a solution provider (rather than a job seeker) with the expertise you bring to clients and prospects, to reach and attract potential prospects and generate business
  • Create professional networks to identify and reach the right people, motivate them to connect, and open a business dialogue
  • Become a valuable resource for your customers by listening more effectively to understand trends and issues in their business and industry as the basis to connect with key decision-makers
  • Build trust by sharing meaningful, relevant content to influence target people by demonstrating your expertise and creating value for them through your insight