• Full Contact Selling Workshop

  • About this workshop

    Description: Workshop on Implementing Successful Social Selling and CRM Strategies

    Program Outline

    Leveraging the right approach to sales is like having a customized blueprint for success. But in today's competitive marketplace, social selling techniques and CRM technology have become essential tools for top producing sales teams who are looking to build that right approach. This workshop is based on the Full Contact Selling Methodology which helps sales teams build powerful business development strategies through the integration of: 1) proven business processes; 2) people skills; and 3) the best practice use of CRM and related technologies.

    Program Formats

    This workshop can be delivered as a conference keynote or breakout session or in a full-day workshop format. It can also be offered as an online learning program. Each learner can receive a set of detailed sales process maps and a customized workbook.

    Who Should Attend

    • Business Leaders responsible for implementing company wide sales programs
    • Managers responsible for managing sales teams
    • Sales professionals looking to better leverage technology in their selling process
    • CRM Professionals looking to integrate their organization sales processes with related technologies

    Program Outcomes

    On completion of this fast paced workshop, learners will be able to:

    • Clearly understand what the benefits and importance of CRM and social technologies to your business development initiatives
    • Define processes and strategies that will help better define and manage customer, prospect and partner relationships
    • Better measure customer interactions and sales metrics
    • Increase profitability by identifying and eliminating or reassigning non-productive tasks
    • Put into action proven techniques to plan, implement and support successful business development initiatives

    Program Details

    Module One – Managing the Buying Process

    • The 3 pillars of Sales Success - People, Process and Technology
    • Understand how the internet has changed the buying  and selling process
    • The 5 Stages of a typical buying process
      • Discovery & the internal planning process
      • Researching technology solutions
      • Planning & budgeting
      • Engaging with vendors & resellers
      • Making the buying decision
    • Leveraging technology for building a repeatable business processes
      • CRM
      • Marketing Automation
      • LinkedIn, Twitter and other social selling platforms

    Module Two – The Full Contact Selling System

    • Making time to Sell
      • Understanding the value of selling time
      • Managing your calendar
      • Time management best practices
    • Social Selling and Prospecting Techniques
      • LinkedIn
      • Twitter
      • InsideView
    • Pre-Call Planning and Research
      • What you need to know about
        • the company
        • the people
        • the technology they use
    • The Pursuit
      • Making Contact
      • Positioning your expertise
    • Asking the right Questions
      • Uncovering technology needs
      • Buying signals
      • ROI drivers
    • Defining Opportunity Touch-points
    • Qualifying the opportunities
      • Which prospects are right for you
      • Building effective keep warm strategies
    • Pipelines and forecasts management
    • The Effective Presenter
      • Pre meeting set up
      • Working the room
      • Improving your speaking skills
    • The Effective Presentation
      • PowerPoint best practices
      • Positioning your company & expertise
      • Telling your story
    • Selling the needs analysis
    • Building a winning solution
    • Presenting your solution
    • Negotiation best practices
    • Uncovering and beating the competition
    • Overcoming objections
    • Gaining Commitment
    • Account Management
      • Profiling Accounts
      • Building High Value Long Term Relationships


  • Workshop Leader

    Rick McCutcheon - Certified Sales Professional and CRM MVP

    Dynamics 365 CRM MVP & Certified Sales Professional

    Rick has been involved with the CRM Industry for over 20 years. He currently leads a CRM Coaching Practice specializing in Sales Process Design and Social Selling. Rick holds the prestigious designations of Dynamics CRM MVP and CSP - Certified Sales Professional. He is a much sought-after workshop leader drawing on his personal experience of working directly on hundreds of CRM and Sales Force Automation initiatives. As a professional speaker, he has delivered practical yet innovative messages on CRM and Sales Productivity to thousands of business professionals ranging from the SMB Marketplace to Major International Corporations. Rick frequently speaks at corporate events and at these leading industry conferences, CRMUG Summit, ExtremeCRM and CRM Evolution. For more information please go to Rick’s LinkedIn Profile.

  • "What Customers say about Rick"

    These are real testimonials from real people. You can read more testimonials on my LinkedIn Profile.

    Vice President of Sales

    "RIck conducted a training workshop for us. He has a great pedigree in sales processes, CRM and social media. I highly recommend his services. "

    Digital Marketing Manager

    "Having worked with Rick on several different projects over the past couple of years, I can say that he has transformed my thinking of sales processes and how to employ Customer Relationship Management in order to maximize the success and efficiency of any company"

    Executive Business Coach

    "If you need help with CRM; want your team to understand how to get the most out of it; and care about how your people are treated in the process. Stop looking...and hire Rick"

  • Upcoming Keynotes, Workshops and Webinars

    Below is a listing of upcoming webinars and live events. Please contact us below if you are interested in having Rick facilitate at your upcoming meeting, event or conference.

    Rick McCutcheon's Events Page

    Rick is a much sought after professional speaker and workshop leader drawing on his personal experience working directly with hundreds of CRM and Sales Force Automation initiates. Click here to be directed to Rick's Events Page.

  • Connect With Us





    Ph: 905-430-6922