Workshop Objective:

Enable customer-facing professionals to create LinkedIn profiles that effectively combine brand messaging with a personalized presence, fostering buyer confidence and boosting conversion rates from outreach to conversation.

By the end of this workshop, participants will have:

• Integrated essential brand and messaging elements (e.g., value propositions, competitive differentiators, and customer success stories) into LinkedIn profiles while conveying authenticity.

• Established a credible and relatable digital presence that resonates with buyers.

• Implemented profile updates that support increased conversion rates by fostering immediate trust and familiarity.

Workshop Objective:

Equip customer-facing professionals with skills to strategically grow and influence their networks, posting purposefully to reflect brand value while building trust and credibility.

By the end of this workshop, participants will have:

• Expand and engage a professional network aligned with sales and support goals.

• Post effectively using Numentum’s 50:40:10 rule: corporate content, industry thought-leadership, and humanizing personal content.

• Build and nurture relationships that can be leveraged for introductions and opportunities.

Workshop Objective:

Enable participants to conduct in-depth corporate research for customer and target accounts, informing tailored outreach strategies and strategic account planning to align value propositions with business priorities.

By the end of this workshop, participants will have:

• Conduct corporate research to enhance outreach (warm introductions, social engagement, direct emails).

• Map value propositions to account-specific strategic priorities and business challenges.

• Use relationships, alumni, and network insights to uncover challenges not publicly available.

Workshop Objective:

Teach participants to strategically collaborate across regions through effective planning, pursuit strategy alignment, and relationship mapping to maximize collective resources and drive unified business outcomes.

By the end of this workshop, participants will have:

• Develop cohesive team plans that align regional efforts with strategic objectives.

• Establish a pursuit strategy that leverages regional strengths and resources.

• Map and leverage team relationships across regions to enhance opportunity generation and deal progression.

Course Objective:

Guide customer-facing professionals in optimizing LinkedIn Sales Navigator to identify, prioritize, and engage target accounts effectively, leveraging relationship data and corporate research.

By the end of this workshop, participants will have:

• Set up and customize Sales Navigator to align with annual target account goals.

• Identify and organize target accounts and buying personas using actionable lists.

• Use Sales Navigator for collaboration, ensuring alignment with colleagues on outbound efforts.

Course Objective:

Teach participants advanced Sales Navigator techniques to strategically identify and engage with change agents, alumni, and advocates within target and customer organizations, strengthening relationship pathways and increasing the likelihood of successful sales pursuits.

By the end of this workshop, participants will have:

• Identify and leverage change agents, alumni, and followers as potential advocates or coaches in sales pursuits.

• Build rapport with strategic connections (company alumni, school alumni, previous customer contacts, followers) to foster support in target organizations.

• Create lists and engagement strategies tailored to each type of contact for streamlined outreach.

Workshop Objective:

Enable participants to utilize their extended network strategically to secure warm introductions to buyers and influencers at target accounts, optimizing conversion rates through a structured, high-precision approach.

By the end of this workshop, participants will have:

• Identify and map valuable connections across colleagues, partners, customers, friends, and family.

• Integrate the Warm Introduction Process into automated sequences using Outreach, SalesLoft, or similar platforms, if required.

• Execute a high-precision warm introduction process using Numentum’s templates for each communication step.

• Select optimal channels for outreach, tailored to the nature of each relationship.

Workshop Objective:

Enable participants to connect meaningfully with socially active buyers on LinkedIn, transition online interactions to business conversations, and effectively increase conversion rates.

By the end of this workshop, participants will have:

• Engage and connect with socially active buyers on LinkedIn.

• Integrate the Social Engagement Process into automated sequences using Outreach, SalesLoft, or similar platforms, if required.

• Share content that resonates with new connections at customer and target accounts.

• Transition conversations from LinkedIn to offline channels to initiate business discussions.

Course Objective:
Teach participants the essential skills, techniques, and strategies to negotiate effectively, create value for both parties, and achieve business objectives while fostering trust and building long-term relationships.

Target Audience:
Customer-facing sales teams, account managers, and sales leaders involved in negotiation with prospects, clients, or partners.

Duration:
2.0 hours

Learning Outcomes:

• Prepare effectively for negotiations using a structured framework.

• Build and maintain trust with buyers while advocating for their value proposition.

• Navigate challenging scenarios, manage concessions, and secure deals that benefit both parties.