Creating a social selling teamB2B Telecoms

KCOM is one of the UK’s leading telecoms and IT service providers for mid-size and enterprise businesses.

As part of demand generation activity, it identified that the social-selling approach was under-used across the business  a missed opportunity to identify and nurture prospects.



The sales team had varying degrees of social selling knowledge and experience. While some where sophisticated users of social media in their sales role, others were not active social media uses at home or work. A training programme was needed to bring everyone up to the same level of skill and confidence.


LinkedIn was the focus of the social selling program. It included one-to-one mentoring sessions for each sales person, giving them tailored advice. Subjects covered included how to optimise their LinkedIn profile, how to use LinkedIn for prospecting, how to grow their network and how to use content to nurture leads. The programme also included a photo session with a professional photograph to give them the ultimate Linkedin profile picture.

All trainees received a checklist to optimise their LinkedIn profile and a guide to using social media.


Helen Belcher, Marketing Director at KCOM said:
“It’s been really refreshing to work with Adam Lewis on our social media strategy – he really knows his stuff while also being a thoroughly great guy. He worked tirelessly with our teams, some of them complete social luddites, to ensure that by the end of our time together everyone understood how social could help them. From sales connecting with prospects on LinkedIn to Marketing sharing the best of our brand, we’re now a much more connected organisation and we have Adam to thank for that.

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