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)
2. 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)
Confidential Information property of Execus. Reproduction or distribution is not permitted.
3. The evolution of Marketing …
1. Internet
• Global exposure
• Targets are global
Confidential Information property of Execus. Reproduction or distribution is not permitted.
4. The evolution of Marketing …
2. Google
• Targets are global + segmented
Confidential Information property of Execus. Reproduction or distribution is not permitted.
5. The evolution of Marketing …
3. Social Networks
• Targets are global + segmented + ONE
Confidential Information property of Execus. Reproduction or distribution is not permitted.
6. 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
Confidential Information property of Execus. Reproduction or distribution is not permitted.
7. Revolution in Sales
Social Networks +
One2One
=
SOCIAL SELLING !
Confidential Information property of Execus. Reproduction or distribution is not permitted.
9. What is Linkedin
What is it?
Confidential Information property of Execus. Reproduction or distribution is not permitted.
10. What is Linkedin?
Web site
Freemium
Social Network - A huge network of contacts on internet
Business - professional
Confidential Information property of Execus. Reproduction or distribution is not permitted.
11. What is Linkedin?
What is it useful for?
Confidential Information property of Execus. Reproduction or distribution is not permitted.
19. Why Linkedin?
Ok, but why
Confidential Information property of Execus. Reproduction or distribution is not permitted.
20. Why Linkedin? – so many options
Confidential Information property of Execus. Reproduction or distribution is not permitted.
21. Why Linkedin? – so many options
Confidential Information property of Execus. Reproduction or distribution is not permitted.
22. How does Linkedin help my company?
How does it help me?
Confidential Information property of Execus. Reproduction or distribution is not permitted.
30. Passive Strategies Check List
Confidential Information property of Execus. Reproduction or distribution is not permitted.
31. Passive Strategies Check List
Activity
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
• 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
Confidential Information property of Execus. Reproduction or distribution is not permitted.
33. Passive Strategies side effect: SEO
Linkedin ranks GREAT on Google
Confidential Information property of Execus. Reproduction or distribution is not permitted.
41. 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)
Confidential Information property of Execus. Reproduction or distribution is not permitted.