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Jordi Gili
MD Spain
Execus
Barcelona, 4 de Noviembre de 2014
Introduction to Social Selling
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¡11 de noviembre en Barcelona! Mas info en: http://execus.com/social-selling-workshop
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Agenda
• Social Selling with Linkedin
• Passive strategies: how do they find me (marketing)
• Active strategies: how do I go after clients (sales)
• The real opportunity, a corporate approach
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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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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La oportunidad: Un enfoque corporativo
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Inicial
Sofisticación
Ad
va
nzad
o
Inic
ial
Desarrollado Advanzado
Des
arr
oll
ad
o
Pro
du
cti
vid
ad
Guerrilla (cada comercial hace
su guerra)
Confidential Information property of Execus. Reproduction or distribution is not permitted. 40
Inicial
Sofisticación
Ad
va
nzad
o
Inic
ial
Desarrollado Advanzado
Des
arr
oll
ad
o
Formal Aproximación
corporativa (estrategia y formación) P
rod
ucti
vid
ad
Guerrilla (cada comercial hace
su guerra)
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Clientes
Empresa
Inbound • Orgánico
Comunidad Contenidos
• Pago
Outbound • Nueva cultura
Hábitos/Rutina Formación
• Nuevas herramientas
Confidential Information property of Execus. Reproduction or distribution is not permitted. 42
Inicial
Sofisticación
Ad
va
nzad
o
Inic
ial
Desarrollado Advanzado
Des
arr
oll
ad
o
Formal Aproximación
corporativa (estrategia y formación) P
rod
ucti
vid
ad
Guerrilla (cada comercial hace
su guerra)
Avanzada (KPIs y
automatización)
Confidential Information property of Execus. Reproduction or distribution is not permitted. 43
Confidential Information property of Execus. Reproduction or distribution is not permitted.
Agenda
• Social Selling with Linkedin
• Passive strategies: how do they find me (marketing)
• Active strategies: how do I go after clients (sales)
• The opportunity, a corporate approach
