Learn skills and gain knowledge on how to strengthen your own thought leadership
Our benchmark research “Sales of the Future” has revealed various trends that have an impact on professional business-to-business sales. The better performing organizations (the leading group) act differently than the so-called residual group that is less successful. Below are some insights:
Personalization The personal relationship remains important, but attention to personalization is growing. For example, the sales professionals of frontrunners share twice as much personalized content via their own network than the rest group.
Less direct sales time. The purchasing process is increasingly taking place online, especially in the awareness and orientation phase. Only 17% of the total time during the purchasing process is spent talking to suppliers. Assuming an average of three suppliers, that is less than 6% per supplier. The majority is spent on independent online and offline research and on consultation within the buyer group.
Role changed. Prospects are increasingly better informed through better access to information. This changes the role of the sales professional from an information channel to a thought leader who challenges and inspires customers.
Other generations. The average DMU currently consists of more than 11 people. In addition, the composition and diversity have also changed significantly. 37% of DMU members are millennials. They think, act and communicate differently than generation X and baby boomers. During the training we will actively work on all topics. You will be provided with many examples, best practices, templates and ideas.
The following topics are covered during this training:
- Why is thought leadership important for a sales employee
- How can you optimize your own profile?
- How can you structurally expand your online network?
- The construction of a highly converting connection request
- What is engaging content?
- The four steps of a content strategy: Learn, Create, Share, Action
- How to easily find good topics
- How to make a successful post that is liked and shared a lot
- How does the algorithm work and how can you make it work for you?
- The use of external content
- How to follow up on comments and likes on your post
- How do you convert social selling activities into commercial results
For Whom
This training has room for a minimum of 4 and a maximum of 8 participants.
Length of time
This training consists of 2 training days.
Support
After completing the training, the trainer is available for online personal support. For example, to briefly discuss practical situations with each other. So nice!
Continue to grow
Upon successful completion of the training, the participant will receive proof of participation in the form of a certificate
You want:
- The path to thought leadership has four elements that you want to anchor in your weekly routines.
- A strong online presence
- Building a strong online network
- Creating, sharing and following up on relevant content
- Actively participate in relevant discussions.
