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Session delivered at IESE Business School, Barcelona, on 06-03-2014 by Jordi Gili with the support and organization of Quelcom+ Overview of the possibilities of Social Networks and One2one relationships, facilitating Social Selling opportunities. Review of Inbound possibilities (natural, paid ads) and Outbound (prospecting, listening)
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Jordi Gili
MD Spain
Execus
jordi.gili@execus.com
Introduction to Social Selling
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Agenda
• The evolution of Marketing and Sales
• Social Selling with Linkedin
• Passive strategies: how do they find me (marketing)
• Active strategies: how do I go after clients (sales)
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The evolution of Marketing …
1. Internet
• Global exposure
• Targets are global
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The evolution of Marketing …
2. Google
• Targets are global + segmented
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The evolution of Marketing …
3. Social Networks
• Targets are global + segmented + ONE
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The revolution of One2One …
• Now you can target a universe of ONE
• Benefit of a One2One conversation
• Not massive targeting – the Art of One2One
… at a massive scale
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Social Networks +
One2One =
SOCIAL SELLING !
Revolution in Sales
Social Selling with Linkedin
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What is it?
What is Linkedin
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Web site
Freemium
Social Network - A huge network of contacts on internet
Business - professional
What is Linkedin?
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What is it useful for?
What is Linkedin?
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Find
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Be found
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Connect
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Learn
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Share
Share
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SELL!
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Enhance my career
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Ok, but why
Why Linkedin?
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Why Linkedin? – so many options
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Why Linkedin? – so many options
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How does it help me?
How does Linkedin help my company?
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SELL!
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Passive Strategy - Inbound - Marketing
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Active Strategy - Outbound - Sales
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Brand Passive Strategy- Marketing
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Network
Passive Strategy- Marketing
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Message Passive Strategy- Marketing
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Sharing Passive Strategy- Marketing
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Passive Strategies Check List
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Passive Strategies Check List
Profile • Design Profile to SELL • Make your contact info visible • Description Line is KEY • Include websites to showcase your services • Shift your settings to adjust as needed
Activity • Update status once a week • Share Relevant professional updates • Join groups • Contribute: Post, share, comment • Forward News, Events ... Share! • Grow your network: Proactively send invitations to peers, managers, collaborators, clients, providers, Send invitations to ex- … • Ask for Recommendations • Engage: Give and ask
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Passive Strategies
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Linkedin ranks GREAT on Google
Passive Strategies side effect: SEO
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Prospecting Active Strategy- Sales
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Gathering Information Active Strategy- Sales
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Soft Landing Active Strategy- Sales
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Meeting Active Strategy- Sales
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Active Strategies
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Active Strategies
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Mixed Strategies
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Agenda
• The evolution of Marketing and Sales
• Social Selling with Linkedin
• Passive strategies: how do they find me (marketing)
• Active strategies: how do I go after clients (sales)
Jordi Gili
MD Spain
Execus
jordi.gili@execus.com
Thank you!
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