New Horizons, the world’s largest independent IT training company realized the changing market and the necessity for Social Selling. As a client for 18 months, they completed a a phased roll-out plan. This plan started with a leading franchise in North-Eastern USA which generated $1,000,000 in revenue in a matter of 6 months. The ROI of Social Selling training was proven so they initiated a program throughout all franchises with over 1,000 sales professionals worldwide.
What challenges did your organizaion encouter?
Creating an online presence
“The first most amazing part was when I noticed that our headline was all wrong and most people’s headlines are wrong. It was probably one of the big things that opened my eyes to seeing that we aren’t doing Social Selling right and not using LinkedIn accordingly. “
Building Net New Pipeline
“The second thing was when we did our very first search for leads and found that all the people that LinkedIn brought back that were in our database and many that we didn’t have in our database so a new lead list was utilized.”
Vice President Franchise Operations
What were your results after completing the program?
“As an organization, it has raised every level of salesperson up a notch. It has helped them focus and bring structure to their discussions with customers, to their due dilligence before a sales call and to the entire sales process. We look at pipeline and there are a lot of new opportunities for longer and better conversations that nurture sales within pipeline.”
Engage with prospects online
Dan is also on the UK team, he has had great success with creating content. His story is based off of LinkedIn Publisher where he regularly writes posts about sales and IT training. He noticed one of his connections engaged with his post so he took the opportunity to reach out to thank him and introduce him to New Horizons’ solutions.
What is the future of Social Selling?
“Long-term it’s going to be in the fabric of the business, regardless of what you’re industry in, Social Selling is a component of selling. So the new definition of selling would include traditional means that many of us have learned over the years but Social Selling will be the leading indicator of if you hire or not. Does the person have background in some type of social asset, Social Selling and Social Selling success? And from there, what other training do they have?”
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