Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili
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Transcript of Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili
![Page 2: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/2.jpg)
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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)
![Page 3: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/3.jpg)
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The evolution of Marketing …
1. Internet
• Global exposure
• Targets are global
![Page 4: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/4.jpg)
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The evolution of Marketing …
2. Google
• Targets are global + segmented
![Page 5: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/5.jpg)
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The evolution of Marketing …
3. Social Networks
• Targets are global + segmented + ONE
![Page 6: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/6.jpg)
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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
![Page 7: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/7.jpg)
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Social Networks +
One2One =
SOCIAL SELLING !
Revolution in Sales
![Page 8: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/8.jpg)
Social Selling with Linkedin
![Page 9: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/9.jpg)
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What is it?
What is Linkedin
![Page 10: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/10.jpg)
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Web site
Freemium
Social Network - A huge network of contacts on internet
Business - professional
What is Linkedin?
![Page 11: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/11.jpg)
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What is it useful for?
What is Linkedin?
![Page 12: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/12.jpg)
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Find
![Page 13: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/13.jpg)
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Be found
![Page 14: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/14.jpg)
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Connect
![Page 15: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/15.jpg)
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Learn
![Page 16: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/16.jpg)
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Share
Share
![Page 17: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/17.jpg)
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SELL!
![Page 18: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/18.jpg)
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Enhance my career
![Page 19: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/19.jpg)
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Ok, but why
Why Linkedin?
![Page 20: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/20.jpg)
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Why Linkedin? – so many options
![Page 21: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/21.jpg)
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Why Linkedin? – so many options
![Page 22: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/22.jpg)
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How does it help me?
How does Linkedin help my company?
![Page 23: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/23.jpg)
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SELL!
![Page 24: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/24.jpg)
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Passive Strategy - Inbound - Marketing
![Page 25: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/25.jpg)
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Active Strategy - Outbound - Sales
![Page 26: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/26.jpg)
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Brand Passive Strategy- Marketing
![Page 27: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/27.jpg)
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Network
Passive Strategy- Marketing
![Page 28: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/28.jpg)
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Message Passive Strategy- Marketing
![Page 29: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/29.jpg)
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Sharing Passive Strategy- Marketing
![Page 30: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/30.jpg)
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Passive Strategies Check List
![Page 31: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/31.jpg)
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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
![Page 32: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/32.jpg)
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Passive Strategies
![Page 33: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/33.jpg)
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Linkedin ranks GREAT on Google
Passive Strategies side effect: SEO
![Page 34: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/34.jpg)
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Prospecting Active Strategy- Sales
![Page 35: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/35.jpg)
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Gathering Information Active Strategy- Sales
![Page 36: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/36.jpg)
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Soft Landing Active Strategy- Sales
![Page 37: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/37.jpg)
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Meeting Active Strategy- Sales
![Page 38: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/38.jpg)
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Active Strategies
![Page 39: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/39.jpg)
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Active Strategies
![Page 40: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/40.jpg)
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Mixed Strategies
![Page 41: Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili](https://reader030.fdocuments.net/reader030/viewer/2022020101/54c733c24a79590c6e8b46d5/html5/thumbnails/41.jpg)
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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)