Effective social selling - social selling mastery for sales and marketing

1
Minds&More
ACADEMY
2017
Building Social Selling Mastery
+ Content Management in Your Organization
For Sales professionals: Better position your Brand / Find and progress prospects
& buyers via social media / social selling to get and accelerate more revenues
For Marketing professionals: Effective Content management / tactics to contribute
to the sales funnel and help sales in their social engagement with customers

2
57%
of the buying
journey is done
BEFORE a sales
rep is involved.
5.4
people are now
involved in the
average B2B
buying decision.
75%
of B2B buyers now
use social media
to research
vendors.
90%
of decision makers
say they never
respond to cold
outreach.
74%
of buyers choose
the sales rep that
was FIRST to add
value and insight.
The reality of the Modern Buyer

The Opportunity for Sales Leaders
3
State of Sales survey asked more then 2,300 global sales leaders about their priorities, challenges,
metrics, and strategies for the year.
Top 3 Sales Objectives
Top 3 Sales Success Metrics
Top Commercial Challenges
Acquire new customers
Grow the value of existing
customers
Create deeper customer
relationships
Amount of new revenue
Number of new customers
Amount of recurring revenue
2. Countering increased market competition
and ensuring differentiate ourselves
1. Sophisticated customers pervading the market
Customer connections take priority.
Growth matters most.
58%
47%
46%
55%
80%
57%
56%
35%
Where increasingly the buyer’s journey done
online – hence where sales and marketing
needs to influence this journey

SOCIAL SELLING AND SOCIAL ENGAGEMENT BENEFITS
FOR SALES AND MARKETING TEAMS
4
Marketing
Develops the systems
& content that creates
opportunities for sales
Content per buyer’s
journey
Enablement
Establishes the
environment for
continuous learning &
development
Sales
Drives action &
accountability
to the sales team
Speed to
more
RevenuesUnify Sales
& Marketing
BENEFITS

METRICS WE USE TO CORRELATE LEARNING TO REVENUE
5
% Social Selling
Learning Program
Completion
€ 6,000,000
€5,000,000
€ 4,000,000
€ 3,000,000
€ 2,000,000
€ 1,000,000
€ 0.00
100%
80%
60%
40%
20%
0%
Contracts Won
Total Open
Pipe/funnel in €
100%
Completion
€ 1.524.457
€ 5.338.974
>70%
Completion
€1.300.383
€ 4.678.675
>40%
Completion
€981.603
€ 3.846.141
Case study we did for
an ICT player, after 6
months
After 6 months, 75 sales professionals, average deal of €25K
Funnel of 5,3 Million Euros. Closed 1.5 Million Euros.

THE OPPORTUNITY IS CONVERT YOUR CORE PERFORMERS INTO HIGH
ACHIEVERS
6
15% = Laggards 70% = Core Performers
15% = High Achievers
Build capabilities so social related activities
deliver impact for your business
Stage 1: Status Quo (No to limited social selling, no content management, …)
Stage 2: Random Acts of Social (sales, marketing, limited leadership)
Stage 3: Business Case: Social Selling Kickstarter
Stage 4: Deploy to Scale – Mastery level
Stage 5: Sales & Marketing Fully Integrated
and mature capabilities

USE AN ALIGNED APPROACH (MARKETING, SALES TEAMS) ON SOCIAL
SELLING AND SOCIAL ENGAGEMENT
7
For Marketing Professionals For Sales Professionals
Approach: Align and execute the relevant marketing and sales activities
Integrated approach to build the brand, accelerate ‘speed to revenues’ and get more revenues
Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the
social selling mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Marketing ‘CODE’ Sales ‘FEED’

SOCIAL SELLING MASTERY® FOR SALES AND FOR MARKETING
WITH FIRST THREE MONTHS A WEEK BY WEEK INTERACTION
8Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the social selling
mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Social Selling Mastery® for
Marketing Professionals
• Duration: 7 weeks
Goal:
• Build your ‘insights factory’ (to create
content, organize, distribute & expand)
• Review existing digital assets and develop
a content plan and production schedule
• Ensure digital and content assets fit with
the buyer’s journey and review feedback
• Define and use content related metrics
• Align with Sales teams to empower them
for the Buying Journey & get conversions
• Duration: 9 weeks
Goal:
• Build brand / positioning and get prospects
• Grow the network and generate leads
• Making buyers think differently through
content and get desired behaviours
• Nurture prospects through social
engagement and related tactics
• Leverage past success to meet future buyers
• Grow the sales funnel and execute social
tactics to get new sales wins
Sales Professionals
In addition for where we do in-company / specific programs
Leadership track • Duration: Kick off and conduct several sessions with leadership team
Goal:
• Align on the change journey and roles & responsibilities of leadership team
• Setting Up Your Measurements &KPI’s
• Sales & Marketing Alignment
Align roles for leading and coaching
the organization during the change
from the Social Selling initiative

SOCIAL SELLING & CONTENT MASTERY® PROGRAM FOR MARKETING
9
Delivered by
Minds&More locally
Includes
1 Year
access to learning
services
Kick off : virtual or face to face
Week 1: Welcome to Social Selling 7
and Insights Factory
Week 2: Benchmark digital assets and
Content Plan (Mapping Content to the
Buyer’s Journey)
Week 3: Create Content
(Organizing Your Content Library)
Week 4: Create Content
(Understand Asset Best Practices)
Week 5: Organize Content Effectively
Week 6: Discover Earlier - Inbound &
Outbound Strategies
Week 7: Evaluate Engagement
(Creating Metrics & Feedback Systems)
Marketing Professionals
7 Weeks

EXAMPLE OF WHAT COVERED IN THE SOCIAL SELLING & CONTENT
MASTERY® PROGRAM FOR MARKETING
10

SOCIAL SELLING MASTERY® PROGRAM FOR SALES TEAMS
11
Week 2: Build Your Brand
Week 3: Find & Identify Buyers (Advanced
Search)
Week 4: Find & Identify Buyers (Sphere of
Influence)
Week 5: Educate Buyers Online
Week 7: Develop & Grow Your Social
Networks
Week 6: Engage With Insights
Week 8: Learn Your Daily Social Selling
Routine
Week 9: Complete Certification Exam
Week 1: Welcome to Social Selling 9 Pre-Work
Delivered by
Minds&More locally
Includes
1 Year
access to learning
services
Kick off : virtual or face to face
Sales Professionals 9 Weeks

OVERVIEW OF THE MODULES
12
Module 1: Welcome to Social Selling 9 Pre-Work
- What is social selling
- Overview of approach and types of results to expect
- Details of the program – how to get best results from social selling activities
- What expected per participant for this to be succesful
Module 2: Build Your Brand
- Importance to create your personal brand, well positioned in the market
- How to ensure prospect/customers find use
- How to build presence across social networks (be it Linkedin, Twitter, …)
- Review activities and exercises per participant to be done
Module 3: Find & Identify Buyers (Advanced
Search)
- How to find prospects / customer contacts
- How to profile your contacts and see what is important to them / what we need to know
- How to prepare to start to have discussions with them and leverage social assets
*MS = Médias Sociaux
- How to find relevant information on prospects/Accounts (via online sources / social network)
- How to ensure bring context to each interaction with the prospect/customer
- Develop the relationship and generate engagement from the prospect/customer
Module 4: Find & Identify Buyers (Sphere of
Influence)

OVERVIEW OF THE MODULES
13
- How to position as an expert in your domain / activities
- How to remain ‘top of mind’ during the buyer’s journey
- Learn how to publish and share content across channels, adapted to your expertise
- How to evolve to an approach from ‘one to many’ to ‘1 on 1’
- Discover and used different techniques part of social selling and engagement
- Ensure bring relevant context with your insights
*MS = Médias Sociaux
Module 5: Educate Buyers Online
Module 6: Engage With Insights
- Discover how to grow and expand your network / reach and leads
- Apply the methodology and tactics
- Share best practices on ‘networking’
- Learn how to create your ‘daily routine’ and how to do this in an efficient & effective manner
- Tactics to manage buyer’s journey, and sales opportunities gained by social selling & engagement
- How to track sales funnel, related KPIs and convert your sales opportunities
Module 7: Develop & Grow Your Social
Networks
Module 8: Learn Your Daily Social Selling
Routine
Module 9: Complete Certification

WE USED LEARNING BEST PRACTICES
KIRKPATRICK EVALUATION MODEL
14
ROI
Results
Impact
Learning
Satisfaction
Did the training investment provide a positive
return on investment?
Did the training have a measurable
impact on performance?
Did the learners behavior change as a
Result of the training?
Did Knowledge transfer occur?
Did the learners enjoy the training?

INVESTMENT – PUBLIC PROGRAM SOCIAL SELLING MASTERY®
SALES
15
€1,500
per Sales
Professional
Social Selling Mastery® SALES
Public Enrolment Service
Inclusions:
● Access to the 9 week live Virtual Instructor
led Sales training program
● 1 Year Learning Management System
Access - all curriculum updates inclusive
● 1 Year Daily Coaching “Ask the Expert”:
Live subject matter expert coaching
available daily
Training sessions given by certified
trainers from Minds&More on this
methodology
Session exist in
• French
• Dutch
• English
Sessions as of February 2017
available – visit minds&more
Academy web site
https://mindsandmore.biz/en/academy-section/

INVESTMENT – PUBLIC PROGRAM SOCIAL SELLING MASTERY®
MARKETING
16
Social Selling Mastery® MARKETING
Public Enrolment Service
Inclusions:
● Access to the 7 week live Virtual Instructor
led Marketing & Content training program
● 1 Year Learning Management System
Access - all curriculum updates inclusive
● 1 Year Daily Coaching “Ask the Expert”:
Live subject matter expert coaching
available daily
€1,500
per Sales
Professional
Training sessions given by certified
trainers from Minds&More on this
methodology
Session exist in
• French
• Dutch
• English
Sessions as of February 2017
available – visit minds&more
Academy web site
https://mindsandmore.biz/en/academy-section/

INVESTMENT – DEDICATED FOR A COMPANY
NON PUBLIC (COMPANY SPECIFIC PROGRAMS)
17
Fixed price per
program
Social Selling Mastery®
For minimum 12 people:
● Leadership program (included)
● Based on what selected:
● SALES: Access to the 9 week live Virtual
Instructor led Sales training program
● MARKETING: Access to the 7 week live Virtual
Instructor led Sales training program
● 1 Year Learning Management System Access - all
curriculum updates inclusive
● 1 Year Daily Coaching “Ask the Expert”: Live subject
matter expert coaching available daily
Pricing based on
number of
professionals & level
of custom

Opportunistic
• Mission/Vision
• Business Strategy
• Commercial Planning
• Sales & Marketing Alignment
• Organisation Design
• Change Leadership
• Sales Process
• Account
Management
• Sales
Management
• Social Selling
Strategy &
Transformation
Marketing (7P‘s)
Performance
Sales
Performance
EXPERT
RESOURCING
Through our network of Seasoned Professionals
Marketing 7 P’s
Project Managers
Business Managers
Interim
Management
Search &
Recruitment
In Company
Trajectories –
training /
learning
Public Trainings and
Virtual Learning &
application
programs &
ACADEMY
Annual Sales &
Marketing
Performance
Summit
Periodic
Events
Lectures &
Webinars
FLEXIBLE SERVICE SOLUTIONS TO HELP DRIVE GROWTH
18
• Product/Portfolio Mgmt, NPD, Innovation
• Promotion, Marcom, Direct Mktg, GTM
• Pricing, value based pricing & profitability
• Place, Channel, Indirect, Segments
• People, Team, Organisation
• Process, Customer Focus & Xp, CRM
• Physical Environment, Sales/Staff
CONSULTING
Minds&More is the exclusive distributor for BENELUX, France and has certified
trainers in the social selling mastery designed for marketing and sales professionals
(Distributors of Sales for Life)

MINDS&MORE cvba
Park Hill Office
Jan Emiel Mommaertslaan 16b
1831 Diegem
www.mindsandmore.biz Tel: +32 (0)2 704 49 40
Pieterjan Kempynck, Partner
Mobile: +32 (0)477 700 541
Email: pieterjan.kempynck@mindsandmore.biz
Francois Delvaux, Partner
Mobile: +32 (0)495 242 986
Email: francois.delvaux@mindsandmore.biz
Benny Van Calster, Partner
Mobile: +32 (0)475 633 483
Email: benny.van.calster@mindsandmore.biz
Myriam Vangenechten, Partner
Mobile: +32 (0)477 508 640
Email: myriam.vangenechten@mindsandmore.biz
Pascale Hall, Partner
Mobile: + 32 (0) 472 445 983
Email: pascale.hall@mindsandmore.biz
Grégoire Vanderveken, Partner
Mobile: +32 (0)495 582 221
Email: gregoire.vanderveken@mindsandmore.biz
Thomas Donck, Partner
Mobile: +32 (0)494 566 844
Email: Thomas.donck@mindsandmore.biz

Effective social selling - social selling mastery for sales and marketing

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