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Sales Success Utilizing Social Media

2 Days Classroom Session   |  
2 Days Live Online
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Professional Credits


ASPE is an IIBA Endorsed Education Provider of business analysis training. Select Project Delivery courses offer IIBA continuing development units (CDU) in accordance with IIBA standards.


Select courses offer Leadership (PDU-L), Strategic (PDU-S) and Technical PMI professional development units that vary according to certification. Technical PDUs are available in the following types: ACP, PBA, PfMP, PMP/PgMP, RMP, and SP.


A new age of customers has emerged, and they use social media. They use LinkedIn, Twitter and Facebook. They read your website and blog, and those of your competitor's, before they ever contact your company. And they expect you, the salesperson, to know exactly what they want. The power once held by the sales representative as the keeper of knowledge has shifted to the customer. Whether B2B or B2C, customers and clients are smarter buyers, and engaging them is of critical importance.

With the advent of social media, finding new leads, nurturing them through the sales funnel and closing deals has changed the landscape of what it means to be sales professional. A different approach is needed to engage customers where they are, and that approach is to use social media channels.

Harvest and nurture leads using social media
Learn the potential of your social selling skills using social media platforms such as Facebook, Twitter, LinkedIn and more
Immerse yourself in the tools using the ASPE-ROI hands-on approach for social selling
Use low-cost prospecting to increase your commission
Learn how to nurture leads and correctly time communication throughout the sales funnel cycle using social media
Forecast and analyze your selling potential using social selling
Decide which platform(s) will work best for you
Build better relationships with your customers
Learn how to manage multiple platforms of social media to effectively engage, communicate and listen to your leads and customers
Increase your sales volume
Upcoming Dates and Locations
All Live Online times are listed in Eastern Time Guaranteed To Run

There aren’t any public sessions currently scheduled for this course, but if you fill out the form below, we can tell you about how we can bring this course to you!

Course Outline

Day 1 - Social Selling

I. Introduction to Social Selling

  1. Connecting not collecting – listening and joining the conversation
  2. What Social selling and direct sales have in common
  3. How to get started
  4. Importance of building your online presence (no matter what you are selling)
  5. Sales 2.0 (versus the older sales model)

II. Evolvement of the Social Sales Cycle

  1. Introduction of the social sales cycle
  2. Lead generation strategies
  3. Lead qualification and opportunity management

III. Strategy for Social Selling

  1. Where are social media tools most effective in the social sales cycle
  2. Reach your prospects with the relevant message
  3. Why social selling is relevant in B2B sales

IV. Tools of Social Selling

  1. A basic social networking overview
  2. How to find the conversation
  3. How to start a listening campaign
  4. Rules of engagement

V. The Social Sales Funnel

  1. Feeding the funnel with social leads
  2. Pitching vs. creating desire
  3. The follow up process of a lead
  4. Creating advocacy after the sale

Day 2 – The Social Networks

I. LinkedIn

Lab: Create/update your LinkedIn profile to maximize impact

Lab: Search and join groups relevant to your industry

Lab: Search and save your ideal customer profile

  1. Your LinkedIn Profile
    • How to build a sales-based LinkedIn profile
    • How to optimize your profile to increase search results
  2. How to find connections relevant to you and your industry
  3. LinkedIn Groups and how to effectively use them
  4. Advanced LinkedIn Sales Strategies
    • Lead generation techniques
    • Advanced search
  5. Advanced features for LinkedIn Premium Accounts
    • InMail
    • Advanced and saved search filters
    • Profile organizer
    • Who's Viewed Me
    • Open Link Network
  6. LinkedIn Sales Navigator
    • How to find, qualify and create new lead opportunities
    • Manage and accelerate social selling capabilities
    • Directly engage decision-makers to shorten sales cycle
    • Be found with trusted data

II. Twitter & Facebook

  1. I am here, now what?
  2. How to find the right conversations
  3. The anatomy of direct selling through Twitter & Facebook
  4. Making the most of searching for potential customers in Twitter & Facebook
  5. How to get results with Twitter & Facebook

Lab: Find relevant contacts on Twitter for your industry and follow them

Lab: Analyze what your competition is doing on Facebook

III. Blogging

  1. How writing and commenting on blogs ties in to LinkedIn
  2. Determine what type of blog works for sales people
  3. Reach your target perspectives through video blogging
  4. How to listen and comment without pitching

Lab: Create the basic foundation of a content strategy around blogging for purposes of increasing connections and leads

IV. Sales Intelligence

  1. How to improve sales rep effectiveness
  2. Building and monitoring your list of prospects
  3. How to incorporate your CRM with LinkedIn and other platforms
  4. Social sales forecasting & analytics
  5. Tools used by the pro's

V. The Real ROI of Social Media

  1. When to expect a return
  2. Effective time management
  3. Your 4 week social selling game plan

Lab: Create a four-week checklist for your own sales strategy and accountability measures for continued success

Who should attend
  • Account representatives
  • Account associates
  • Account managers
  • Territory managers
  • Business managers
  • Business owners
  • Lead strategists
  • Team manager
  • Sales representatives
  • Sales managers
  • Business development professionals
  • Vice presidents of sales