Social Selling Masterclass


Set your team up for Social Selling success

Intersocial provide a range of in-house personal B2B Social Selling training solutions in a practical and highly-interactive format which will engage your teams and help embed Social Selling processes.

Course Overview

Social Selling Masterclass: Build Brand, Grow Demand & Generate Leads is a practical, interactive, and insight-rich full day course designed for B2B Sales & Marketing professionals who are looking to gain a unique selling edge through Social Selling on LinkedIn.

The purpose of this course is to enable you to use LinkedIn competently to achieve the following key outcomes:

1. Build Your Personal Brand & Positioning
2. Grow Market Demand for Your Products & Services
3. Drive Website Traffic & Inbound Leads
4. Identify & Engage High-Value Prospects & Customers
5. Generate Qualified Sales Leads

Training Details

This training comprises four modules:

1. Hyper-Targeted Prospect Lists

  • Master LinkedIn Sales Navigator, including Boolean Search
  • Identify Decision Makers & Key Influencers on the B2B Buying Committee
  • Build Targeted Prospect Lists for Whitespace Account Hunting
  • Build Targeted Prospect Lists for Customer Mapping & Engagement
  • Build Targeted Prospects Lists for Account-Based Marketing (ABM)
  • Identify Potential Introducers within your Target Accounts
  • Build Prospect Lists in a Fraction of the Time Taken by Most LinkedIn Users

2. Build A Powerful Personal LinkedIn Profile

  • Optimise Your Settings for Maximum Functionality & Privacy
  • Choose the Right LinkedIn Profile Picture
  • Write a Headline that Captures Buyer Interest
  • Write an About Section that Engages Your Target Audience
  • Develop a Featured Section that Establishes Your Thought Leadership
  • Present Educational & Project Credentials  that Inspire Respect
  • Optimise Your Profile to Maximise Inbound Search Traffic

3. Generate Qualified Sales Leads

  • Navigate the Buyer’s Psychology on LinkedIn
  • Build Relationships with Content Monitoring & Engagement
  • Master Lead Generation Tactic #1: First Degree Connection Building (Script Writing & Process)
  • Master Lead Generation Tactic #2: Third Party Introductions (Script Writing & Process)
  • Master Lead Generation Tactic #3: Inmail (Script Writing & Process)
  • Convert the Buyer’s Interest on LinkedIn to an Offline Appointment

4. Use Content Marketing For Website Traffic & Inbound Leads

  • Master the Mechanics of Posting Content on LinkedIn
  • Source the Most Relevant Content for Your Target Audience
  • Identify the Best Story Angles in Your Content
  • Add Expert Commentary into Your Post to Maximise Audience Engagement
  • Leverage First Degree Connections, Advocates, and Influencers to Amplify Your Post
  • Add the Right Hashtags into Your Post to Amplify Your Post
  • Track & Measure the Viral Performance of your Post, including Companies Viewing Your Content

Who Should Attend?

  • New Business Hunters – All sales professionals seeking to identify new prospects, generate leads, and grow pipeline, including Business Development Managers and Inside Sales professionals.
  • Sales Farmers – All account managers and directors managing portfolios of clients to drive cross and up sell opportunities, improve retention, and increase lifetime value.
  • Sales Leaders – Chief Revenue Officers, Heads of Sales, Chief Commercial Officers, and other revenue-focused B2B leads with accountability for leading and developing teams of sales professionals and delivering revenue results.
  • Marketing Leaders –  Chief Marketing Officers, Heads of Marketing, and other Marketing leaders seeking to build true multi-channel engagement programs and innovative ways to enable selling teams to reach prospects and clients.


  • Duration: ~8 hours (either full day or across half day sessions)
  • Delivery Mode: Live and interactive
  • Start Time: 09:00 or as scheduled
  • Finish Time: 17:00 or as scheduled
  • Breaks: As scheduled
  • Catering: No
  • Prerequisites: Own a LinkedIn account (free version or Sales Navigator)
  • Course Materials Needed: None
  • Technology Required: Laptop or Tablet

Your Trainer

Tom Skotidas, Managing Director of Intersocial. Tom has specialised in Social Selling since 2008. During this time, he has designed, consulted on, and implemented Social Selling programs for hundreds of the world’s leading B2B brands.

Tom Skotidas



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