What is discussed? Whether you work for an organization or you’re building one, generating results online in less time is critical to developing new business. As you seek for you or your brand to be known, there is a lot of noise that can get in the way of the ideal target clients actually finding you in their search. With a plan and a few key steps, we show you how to get found first with the latest version of LinkedIn Sales Navigator. Join this brief overview where we show you how to jump in with our proven “Power Moves” and get actual results in less time. We will cover the key elements to being intentional and focused with your efforts and time and new features that you should know. This is a new digital world we live in, learn to leverage LinkedIn Sales Navigator to make your life easier. You will learn: - First steps in LinkedIn Sales Navigator - Power Moves that work within minutes NOT hours - See the power of your network with new features About Dean DeLisle Dean DeLisle, Founder and CEO of Forward Progress, will discuss how banks who take the time to empower their employees, partners, and customers ultimately humanize their brand, resulting in an organization that people are drawn to. By adding a touch of “human connection” to your bank, according to DeLisle, you create a connection that will provide much more than a regular ad and at a lower cost. About Social Jack™ The Social Jack™ Team has successfully coached and trained over 120,000 professionals on Influencer Development, Social Selling, and B2B Influencer Marketing. Through their educational resources and services, they’ve helped thousands of individuals unlock their Influence and distinguish their digital presence. What is a Flash Class? The Social Jack™ Flash Classes are condensed, actionable educational courses to be consumed in less than 45-minutes using a webcast format. These classes are designed so you can take immediate next steps to accelerate your digital influence in the world.

1. Connect, Engage and Convert
Sales Navigator - First Steps to Big Results
LinkedIn Flash Class

2. Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™ - Influencer Development System
• Trained and Coached over 120,000 in Influencer Development
• Influencer Marketing and Development, Social Selling, Personal
Branding, Online Event Marketing & Production, eLearning, Lead
Generation & Conversion, Social Networking, Digital Marketing
• Host of Webcast/Podcast “Influence Factory”
• Third Degree Black Belt
• Best Known “From the Street to the Board Room”
• Family, Friends, Community Theater, Music, Entertaining..

3. • Questions area in task bar
• Type us a message
so we know you got it
• Ask us anything
throughout the class
Audio Problems
during the webinar?
Click on “Telephone”
at any time to get
the dial-in phone number:
(213) 929-4221
Access Code 904-510-938
How to Engage with the GoToWebinar Interface

4. Now on Amazon

5. Our Capabilities
+
DIGTAL
BUSINESSS
INFLUENCE
EDUCATION
DIGITAL
BUSINESS
INFLUENCE
SERVICES
We bring a full set of capabilities to Monetize Your Digital Thought Leadership
MONETIZE DIGITAL THOUGHT LEADERSHIP

6. Our Commitment to You
To provide you and your
organization with the best
opportunity to be found, be
known and be first as an
influencer in your network and
industry using the most
relevant Digital Tools, Social
Media, and Human
Relationships available.

7. Our Team

8. Our Numbers
• Increased Client Revenues in Excess of $2B
• Increased Engagement and Conversion over 25% on Average
• Building Thought Leadership and Digital Influence for 15+ Years
• Launched Over 800 Digital Programs
• Trained and Coached Over 120k Professionals
• Served Over 2,000 Corporate B2B Clients

9. Source: Wikipedia: Social Sellin
What is Social Selling?
Social selling is the process of developing relationships as part of the sales process. Today this
often takes place via social networks such as LinkedIn, Twitter, Facebook, and Pinterest, but
can take place either online or offline. Examples of social selling techniques include sharing
relevant content, interacting directly with potential buyers and customers, personal branding,
and social listening. Social Selling is gaining popularity in a variety of industries, though it is
used primarily for B2B (business-to-business) selling or highly considered consumer purchases
(e.g., financial advisory services, automotive, realty).
Social selling has become more popular since companies have looked to increase their return
on investment of social media interaction.Sales teams within organizations frequently mine
data from social media that may help them connect to customers in order to create a more
genuine sales lead.The technique frequently focuses on approaching potential clients in a less
direct way, meaning they don't interrupt their daily lives with cold calls and hard sells. Koka
Sexton stated that the art of social selling is said to speed up many sales processes, while also
improving relationships.

10. What is a Business Influencer?
Influencing is a necessary skill for anyone in business,
whether a person is a manager or a salesperson. The ability
to bring others to your way of thinking without force or
coercion is important in business. Influencing others is a
transferable skill businesspersons take with them from job
to job in the business world.
Managers want to convince employees to work hard, and
salesmen need to convince clients their product is the best
purchase choice.
Source: CRON NEWS

11. What is Employee Advocacy?
It is the promotion of your company by the people who work for it.
People advocate for their employers on social media all the time. A
Facebook post like, “Just had a great catered lunch at work.
Thanks, [Employer!]” counts as employee advocacy. So does
sharing the latest post from the company blog on your LinkedIn
feed.
This informal, everyday sharing isn’t what has the marketing world
excited, however. Employee advocacy as a marketing tactic is a
strategic, sustainable program to encourage employees to share
brand values and messages in an organic way.
Source: LINKEDIN

12. Quick Stats to Know
76% of individuals surveyed say that they’re more likely to trust content shared
by “normal” people than content shared by brands. (Adweek)
Brand messages reached 561% further when shared by employees vs the
same messages shared via official brand social channels (MSLGroup)
Peer-to-peer marketing is the leading driver behind 20-50% of all purchasing
decisions. (McKinsey)
Content shared by employees receives 8x more engagement than content
shared by brand channels. (Social Media Today)
Sales reps using social media as part of their sales techniques outsell 78% of
their peers. (Forbes)

13. Source: IDC #247829
IDC Statistics

14. Today’s Sales Funnel

15. Desired Results
Connected
Culture
Customer
Acquisition
Social
Recruiting
Engine
Increased
Market Share
Thought
Leadership
Customer
Loyalty and
Retention
Moving from Traditional
to Digital
Increased Revenue

16. Social Networks
Where Do You Stand Now?
YOU
ARE
HERE

17. Social Media – Why?
• Reputation
• Protection
• Visibility
• Compliant-friendly
• Referrals
• New business

18. Social Media – What?

19. How Many Contacts Do You Have That You Cannot See?
• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE ONE
TO ONE
SELLING!

20. The LinkedIn Network

21. GOAL: PREVENT CLICKING ROULETTE!

22. Just Twenty Minutes a Day

23. BONUS
HANDOUT
Social Selling ROI

24. LinkedIn Sales Navigator - Home Screen

25. LinkedIn Sales Navigator - Sales Preferences

26. LinkedIn Sales Navigator - Navigator Coach

27. LinkedIn Sales Navigator - Search Leads and Accounts

28. LinkedIn Sales Navigator - Saved Search and a Hack

29. LinkedIn Sales Navigator - Building Lists

30. LinkedIn Sales Navigator - Using the Record Screen

31. LinkedIn Sales Navigator - Tagging & List Building Leads

32. Measure Results (Goals)!
Don’t forget Appointments,
Proposals and SALES!

33. Social Selling Index

34. www.SocialJack.com

35. Course Modules
35

36. Complete List of Modules
Social Network Intro Course
• Social Networks 010 – Why They Work & Why They Don’t
• Social Networks 020 – How they Work for You
LinkedIn – Getting Started Course
• LinkedIn Beginner 101 – Setup Your New Account, Key Settings and Keywords
• LinkedIn Beginner 102 – How to Use LinkedIn
• LinkedIn Beginner 103 – Building the Ultimate Profile
• LinkedIn Beginner 104 – Building a Solid Network
E-Learning Support Module Summary

37. Complete List of Modules
Social Jack - Power Network Building Course
• Power Network Building 201 – Defining Your Ideal Network (Named Accounts)
• Power Network Building 202 – Building Your Ideal Network
• Power Network Building 203 – The Referral Machine
LinkedIn Advanced Sales Training Course
• LinkedIn Advanced Sales 301 – Sales Goals and Destination Mapping
• LinkedIn Advanced Sales 302 – Sales Engagement Power Moves
• LinkedIn Advanced Sales 303 – Your 20 Min a Day Plan
E-Learning Support Module Summary

38. Complete List of Modules
LinkedIn Sales Navigator
• LinkedIn Navigator 101 – Setting up Sales Navigator
• LinkedIn Navigator 102 – Using the mobile app
• LinkedIn Navigator 201 – Account and Lead Prospecting
• LinkedIn Navigator 202 – List building and management
• LinkedIn Navigator 203 – Network Building and Referrals
• LinkedIn Navigator 301 – Conversion Techniques
• LinkedIn Navigator 302 – Your 20 minute a day routine
E-Learning Support Module Summary

39. Complete List of Modules
Advanced Personal Branding for Sales Leaders
• Personal Branding 101 – Building Your Story
• Personal Branding 102 – Telling Your Story
• Personal Branding 103 – Your Online Presence
• Personal Branding 201 – Attracting Your Audience
• Personal Branding 202 – Building a Team-based Network
• Personal Branding 203 – Effective Engagement and Conversion
E-Learning Support Module Summary

40. Did You Know?
40

42. www.SocialJack.com/FAST

43. Assignment
• Fix your profiles – look good!
– Be complete – Be relevant
– What will you do for others?
– What do you want/need?
– Add new items!
• Social Selling = Be Social
– Be Intentional!
– Have meaningful conversations
– Provide value - Be present!
– Do your POWER MOVES!

44. Questions?

45. Thank You!

46. Connect WITH us!
Dean@forwardprogress.net