With the growing importance of social media networks, it only makes sense for sales teams to update the rolodex of yesteryear and leverage the latest tools. Why? Simply because like it or not, this is where buyers spend their time. According to IDG Connect, 86% of IT buyers use social media in their purchase decision process. While heading digital marketing at SiriusDecisions, I initiated and rolled out high-profile Social Selling program to train Sales team, leveraging Twitter and LinkedIn’s Sales Navigator, to build pipeline and thought leadership. Program was also productized for external eLearning clients. The workshop was anchored on a 5-step Social Selling Playbook to maximize results.