Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili

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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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Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili

  1. 1. Introduction to Social Selling Jordi Gili MD Spain Execus jordi.gili@execus.com
  2. 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. 3. The evolution of Marketing … 1. Internet • Global exposure • Targets are global Confidential Information property of Execus. Reproduction or distribution is not permitted.
  4. 4. The evolution of Marketing … 2. Google • Targets are global + segmented Confidential Information property of Execus. Reproduction or distribution is not permitted.
  5. 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. 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. 7. Revolution in Sales Social Networks + One2One = SOCIAL SELLING ! Confidential Information property of Execus. Reproduction or distribution is not permitted.
  8. 8. Social Selling with Linkedin
  9. 9. What is Linkedin What is it? Confidential Information property of Execus. Reproduction or distribution is not permitted.
  10. 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. 11. What is Linkedin? What is it useful for? Confidential Information property of Execus. Reproduction or distribution is not permitted.
  12. 12. Find Confidential Information property of Execus. Reproduction or distribution is not permitted.
  13. 13. Be found Confidential Information property of Execus. Reproduction or distribution is not permitted.
  14. 14. Connect Confidential Information property of Execus. Reproduction or distribution is not permitted.
  15. 15. Learn Confidential Information property of Execus. Reproduction or distribution is not permitted.
  16. 16. Share Share Confidential Information property of Execus. Reproduction or distribution is not permitted.
  17. 17. SELL! Confidential Information property of Execus. Reproduction or distribution is not permitted.
  18. 18. Enhance my career Confidential Information property of Execus. Reproduction or distribution is not permitted.
  19. 19. Why Linkedin? Ok, but why Confidential Information property of Execus. Reproduction or distribution is not permitted.
  20. 20. Why Linkedin? – so many options Confidential Information property of Execus. Reproduction or distribution is not permitted.
  21. 21. Why Linkedin? – so many options Confidential Information property of Execus. Reproduction or distribution is not permitted.
  22. 22. How does Linkedin help my company? How does it help me? Confidential Information property of Execus. Reproduction or distribution is not permitted.
  23. 23. SELL! Confidential Information property of Execus. Reproduction or distribution is not permitted.
  24. 24. Passive Strategy - Inbound - Marketing Confidential Information property of Execus. Reproduction or distribution is not permitted.
  25. 25. Active Strategy - Outbound - Sales Confidential Information property of Execus. Reproduction or distribution is not permitted.
  26. 26. Passive Strategy- Marketing Brand Confidential Information property of Execus. Reproduction or distribution is not permitted.
  27. 27. Passive Strategy- Marketing Network Confidential Information property of Execus. Reproduction or distribution is not permitted.
  28. 28. Passive Strategy- Marketing Message Confidential Information property of Execus. Reproduction or distribution is not permitted.
  29. 29. Passive Strategy- Marketing Sharing Confidential Information property of Execus. Reproduction or distribution is not permitted.
  30. 30. Passive Strategies Check List Confidential Information property of Execus. Reproduction or distribution is not permitted.
  31. 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.
  32. 32. Passive Strategies Confidential Information property of Execus. Reproduction or distribution is not permitted.
  33. 33. Passive Strategies side effect: SEO Linkedin ranks GREAT on Google Confidential Information property of Execus. Reproduction or distribution is not permitted.
  34. 34. Active Strategy- Sales Prospecting Confidential Information property of Execus. Reproduction or distribution is not permitted.
  35. 35. Active Strategy- Sales Gathering Information Confidential Information property of Execus. Reproduction or distribution is not permitted.
  36. 36. Active Strategy- Sales Soft Landing Confidential Information property of Execus. Reproduction or distribution is not permitted.
  37. 37. Active Strategy- Sales Meeting Confidential Information property of Execus. Reproduction or distribution is not permitted.
  38. 38. Active Strategies Confidential Information property of Execus. Reproduction or distribution is not permitted.
  39. 39. Active Strategies Confidential Information property of Execus. Reproduction or distribution is not permitted.
  40. 40. Mixed Strategies Confidential Information property of Execus. Reproduction or distribution is not permitted.
  41. 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.
  42. 42. Thank you! Jordi Gili MD Spain Execus jordi.gili@execus.com

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