Social Selling as a Lead Generator

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Acquire, Nurture, Convert


All selling is social. Always has been. Always will be.

What has changed is the medium and the magnitude. Social has gone into overdrive. It is now easy for customers to find out anything they want about your products and service – both the good and the bad. While much has been made about the threat of social media, used right, the opportunities are enormous.

According to research conducted by Forrester, the average consumer views more than 11.4 pieces of content prior to making a purchase. 88% of consumers trust online reviews as much as a personal recommendation. If social selling is implemented correctly, it’s a win-win.

Social selling is no longer optional for business. It’s a powerful strategy that can help sell ideas, establish credibility, attract and win customers.

It is the result of the profound integration of social media into how we conduct our lives for business and pleasure.  The buyer’s journey has changed in the digital world so sales and marketing professionals need to understand how they can connect to and leverage these habits.

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This 3 day programme will explore social selling as an essential requirement for commercial teams and how the relationships created and nurtured within social media will help grow and sustain your business. It will also show how to apply specific techniques to connect with prospective and existing clients in the social space.

Who This Programme Is For

  • Sales and Marketing Directors and Managers who want to explore the role of Social Selling within the business and commercial strategy, identify the investment required to build the capability and how to measure return on this investment.
  • Sales and Marketing Executives/Professionals who have the responsibility to implement Social Selling at an operational level including building the necessary collaborative relationships across the organisation and defining operational workflows and processes for successful execution.
  • Commercial team members, Business Development professionals and Account Managers who want to generate and profile more leads, build stronger, focused and more productive relationships with their clients and prospective clients. 



  • Explain Social Selling and how it can generate results for your business
  • Apply Social Selling Strategies to create leads, connections and pipeline revenue
  • Build a Social Selling programme and routines
  • Explain the power of leveraging different social media platforms in Social Selling
  • Measure your Social Selling results


For more information on programme details see above tab. 

  • Duration: 3 Days
  • Location: IMI Campus
  • Next Programme: 08.11.2017
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Fee (Corporate Member) Fee (Non Member)
€1,645 €2,075


Email us today at

Next programme dates:

08, 09 & 10 November 2017

Programme Design:

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Day 1 – Strategy – “I understand the case for Social Selling, how it enables alignment between Sales and marketing and the key success factors”

  • What is Social Selling?
  • The case for Social Selling?
  • Success factors
  • Measuring Results


Day 2 – Implementation – “I understand the building blocks of Social Selling and my organisation’s strengths and gaps in relation to these”

  • The Building Blocks of a Social Selling programme are Credibility, Curation, Connection, Conversations, Content, Consistency


Day 3 – Implementation  – “I have created a 30 day Social Selling action plan based on what I have learned and best commercial practice”

  • Best practice
  • Cases
  • Exercise: Client Plan
  • Exercise: 30 day action plan


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Email us today at

Next programme dates:

08, 09 & 10 November 2017


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