Social selling training for sales teams that need pipeline, not follower counts
A programme for B2B sales teams, built on your own target accounts. Your team leaves with rewritten profiles, a qualified account list, message sequences that have been tested out loud, and a cadence they can keep going in week six.
Private to your team. Delivered at your offices anywhere in the UK, at our Leeds studio, or live online. Full day £1,800 up to six people, excluding VAT, or as a programme spread across several weeks.
The problem this actually solves
Most sales teams have already been told to do social selling. Somebody sent round an article, everybody updated their headline, a few people posted for a fortnight and then it stopped. The activity died because nobody connected it to the accounts the team is actually chasing, and because posting is the easy half.
This programme starts from your target list rather than from the platforms. The team spends the day working on real accounts, real buyers and real messages, and leaves with work already in the diary rather than a set of principles.
Built on your accounts
We ask for your target list before the session. Every exercise runs against real companies and real named buyers, so nothing has to be translated afterwards.
Written in the room
Profiles rewritten, sequences drafted, messages read out and pulled apart while everybody is present. Homework does not happen and we stopped pretending otherwise.
Built to survive week six
A cadence a working salesperson can sustain in twenty minutes a day, a manager view for tracking it, and a follow up at ninety days.
Who this is for
- B2B sales teams with named target accounts and a long buying cycle.
- Business development and SDR teams whose cold outreach has stopped working.
- Sales directors who have bought Sales Navigator licences and cannot see the return.
- Professional services firms where the fee earners are the sellers.
- Teams selling to a buying group rather than a single decision maker.
- Any team where the marketing department cannot generate enough inbound to fill the pipeline.
Who it is not for
- Consumer brands selling low value products at volume. Paid social is the better route.
- Marketing teams wanting to build brand presence rather than pipeline. Our strategy workshop is the right session.
- Anybody looking for an automation tool demonstration. We teach outreach that reads as though a person wrote it.
- Individual sellers wanting a certificate. LinkedIn Learning and the platform academies do that cheaply and well.
What the programme covers
Finding the accounts worth the effort
Social selling fails most often because the team spends its attention on the wrong companies. We work through qualification against your own criteria, build a named list rather than a sector, and identify the whole buying group instead of a single job title. For most B2B purchases there are several people involved and the one who signs is rarely the one who starts looking.
Profiles that survive a buyer’s due diligence
Every profile in the room gets rewritten, in the session. The test is not whether it reads well to a recruiter. It is whether a sceptical buyer, checking you after a first conversation, comes away more likely to take the second one. That is a different piece of writing to the one most salespeople have.
Research and triggers, with and without AI
What to look for before you contact somebody, where the useful signals actually are, and how to do it in three minutes rather than thirty. We cover where generative tools genuinely speed up research, and the point at which they start producing outreach that any buyer can spot instantly. That line matters more each year and almost no training addresses it.
Outreach that gets replies
Connection notes, first messages, the follow up, and the sequence across LinkedIn and email together. The team drafts real messages to real named people and reads them out. Hearing your own opening line spoken aloud in front of colleagues does more for message quality than any framework.
Content a salesperson can actually sustain
Not a content strategy. A realistic amount of commenting and posting that a person with a number to hit can keep up in twenty minutes a day, and a way of generating material from the conversations they are already having.
LinkedIn Sales Navigator, and whether your licences earn their cost
Lead and account lists, saved searches, Boolean search, alerts and how to use them without drowning. We also give you an honest answer on the licence question. For some teams Navigator pays for itself several times over and for others it is an expensive contact list. We will tell you which one you are, and we cover what you can do without it if the answer is that you should not renew.
Cadence, follow up and the handoff to your CRM
What gets logged, where, and by whom. Social selling that lives outside the CRM is invisible to the sales director within a month, and invisible activity gets stopped.
Measuring it honestly
Three or four numbers that a sales director will accept, what social selling cannot be proven to have caused, and how to present it without overclaiming. We would rather your team defended a small honest number than an impressive one that falls apart under questioning.
Why one training day usually fails, and what we do about it
Being straight about this is more useful than pretending otherwise. A single day changes what people know. It rarely changes what they do, because on the Monday the pipeline review is still there and the new habit is the first thing to go.
Three things make the difference, and they are all built into how we run it.
- Work completed in the room. Rewritten profiles, a built account list and drafted sequences are finished before anybody leaves. Nothing depends on people finding time later.
- A fortnight already in the diary. Named actions against named accounts with dates, agreed in the last half hour of the session.
- The manager in the room. If the sales manager has not seen the cadence, they cannot ask about it in a one to one, and anything a manager does not ask about stops happening.
The programme option
For teams that want the habit to stick rather than the knowledge to land, we run this across several weeks instead of in one day. Shorter sessions a fortnight apart, real activity in between, and each session opens with what actually happened. It costs more than a day and it works considerably better. Scope and price are agreed at the scoping call.
What it costs
These are private team prices, not per person prices, and they exclude VAT.
| Format | Duration | Price, ex VAT | Group size |
|---|---|---|---|
| Full day workshop | Nine thirty until four thirty | £1,800 | Up to six people |
| Half day workshop | Three and a half hours | £1,200 | Up to six people |
| Additional attendee | Either format | £250 per person | Beyond the first six |
| Multi week programme | Several sessions with activity between | Quoted on scope | Agreed at the scoping call |
Worth doing the arithmetic before you compare. Almost every other provider in this market prices per seat, commonly somewhere between £575 and £1,295 a head at the time of writing. A team of six at those rates is between £3,450 and £7,770 for a day, and the content is the same day for everyone in the room regardless of who they sell to.
Included
- A scoping call and an agenda written around your target accounts.
- The slides, a workbook, the account list and the message sequences built on the day.
- A month of email support afterwards, including message reviews.
- A ninety day check in to ask what actually happened.
Travel outside Yorkshire is charged at cost and agreed before booking. There is nothing else.
Who runs it
I am Chris Norton and I run most of these sessions myself. I founded Prohibition, the PR, social and content agency behind this site, I have worked in public relations for more than twenty years, and I have been running training since 2009. I co-authored Share This Too, the social media handbook published by the Chartered Institute of Public Relations.
The reason that matters here is narrower than a list of credentials. I sell on LinkedIn myself, for this agency, every week. The sequences we teach are the ones we use, the objections we work through are the ones I get, and the examples in the room include the messages that did not work.
What this work has produced
Freeths. A LinkedIn Live programme for the law firm drew 1,100 attendees and around 950 leads from a single sequence. That is the sequencing and content approach run at scale for a B2B buyer.
Huthwaite International. Senior personnel trained on strategic social media and thought leadership aimed squarely at B2B lead generation. Read the Huthwaite case study.
ENGIE. A corporate visibility programme for senior stakeholders across ENGIE UK. Read the ENGIE case study.
Teams we have trained
We have delivered training and campaigns for the NHS, Yorkshire Water, Transport for the North, Savills, Skipton Building Society, Interflora, Watches of Switzerland, Sealy, Emerald Publishing, Huthwaite International, ENGIE, CEWE Photoworld, Lloyds Pharmacy, WWF, Alzheimer’s Society and Terrence Higgins Trust, alongside universities, local authorities and B2B manufacturers.
Prohibition has won more than 45 industry awards, and we are part of the Worldcom Public Relations Group, which gives clients access to 110 offices across 45 countries.
What our clients say
We hold an average rating of 4.9 out of 5 from 18 verified client reviews on Clutch.
“We were impressed by their depth of knowledge in a rapidly changing environment.”
Kian Scott-Loach, Head of Digital, Terrence Higgins Trust, February 2026
“They’re a bunch of friendly people who feel like a natural extension of the marketing team.”
David Sharples, Communications Manager, Black Sheep Brewery, January 2025
How this differs from our LinkedIn training day
We run two sessions that overlap, and it is fair to ask which one you need.
| LinkedIn training for sales teams | B2B social selling training | |
|---|---|---|
| Scope | One platform, in depth | The whole prospecting motion, across LinkedIn and email |
| Best when | The team is on LinkedIn already and needs to get better at it | There is no working prospecting habit at all |
| Shape | A tactical day | A day, or a programme across several weeks |
| Includes CRM and cadence | Lightly | Yes, in detail |
If your team is already active on LinkedIn and the gap is skill rather than habit, take the LinkedIn training day. If nothing is happening consistently, start here. Teams often do both, in that order.
Questions we get asked
Do you run public social selling courses?
No. Every session is private to one organisation and built on your own target accounts. A public course has to be pitched at the average person in the room, which is precisely what makes most social selling training useless.
What is the minimum and maximum group size?
The price covers up to six people and additional attendees are £250 each. There is no minimum. Above about sixteen the message drafting exercises stop working and we would suggest two sessions.
Do we need LinkedIn Sales Navigator?
No. We cover Navigator properly for teams that have it, including whether the licences are earning their cost, and we cover what you can do without it for teams that do not. Nobody needs to buy anything to attend.
Will you work with our actual target account list?
Yes, and we ask for it in advance. If you would rather not share it before we are engaged we can sign a confidentiality agreement first, which is normal.
Is this the same as sales training?
No. We do not teach qualification frameworks, negotiation or closing, and a good sales trainer will do those better than us. This covers getting into a conversation with somebody who does not know you, which is the part traditional sales training tends to skip.
Does it work for long, complex sales cycles?
That is where it works best. Long cycles involve buying groups, and social is the only channel where you can be visible to several people in an organisation over months without contacting any of them directly.
What about automation tools?
We do not teach them and we would advise against most of them. Automated outreach is recognisable, it damages the sender’s profile, and on LinkedIn it risks the account. The volume it buys is not worth the reputation it costs.
How does this fit our procurement process?
We invoice on purchase order, we complete supplier onboarding forms, and we hold the insurance and policy documents most enterprise and public sector frameworks require. Raise it at the scoping call.
How soon can you deliver?
Three to four weeks is typical, largely to allow for the scoping call and building the agenda around your accounts. We have delivered inside a week when a team needed it.
What is your cancellation policy?
Rescheduling more than fourteen days out costs nothing. Inside fourteen days we ask for fifty per cent, and inside seventy two hours the full fee applies. We are reasonable about genuine emergencies.
How do you measure whether it worked?
Profiles rewritten and accounts listed on the day, actions completed at thirty days, replies and meetings at ninety. We ask for those numbers at the check in whether they are good or not.
Can you train a team split across offices?
Yes. Live online works well for this subject because everybody is on their own machine anyway. For hybrid we cap the remote group at eight so the drafting exercises still function.
Brands we have trained and worked with
Training and campaigns delivered for the NHS, universities, local authorities, charities, law firms and B2B manufacturers, alongside the brands below.
PRCA DARE Awards 2026 winners. The Charity and Not for Profit Award for The Build, our campaign for Martin House Children’s Hospice, which produced 219 placements and a reach of 161.4 million. Prohibition has won more than 45 industry awards.
Can AI help with social selling outreach?
It can draft, research and summarise, and it can also produce the generic connection request that gets ignored. The useful split is covered in Microsoft Copilot training for anything inside Microsoft 365, and in AI for social media content training for the posting side.
Get your sales team prospecting properly
Full day £1,800, half day £1,200, up to six people, excluding VAT. Delivered UK wide or online.
Last reviewed August 2026. Updated for 2026 with generative AI in prospecting research and outreach.
Part of our strategy and measurement training, alongside every social media course we run and our training formats. Last reviewed August 2026.
