facebook, linkedin & beyond - or how the new media changed how sales people do business

112
!"#$%&&’( *+,’$-./ ",- 0$1&,-2 !"# %& ’"#() !*+#,-#. /0

Upload: adnerds

Post on 17-Dec-2014

2.598 views

Category:

Business


1 download

DESCRIPTION

A lot of industries have changed drastically since the arrival of the internet. Think of the music business. The Internet comes with threats and great opportunities, if you set the proper objectives and strategy. In this presentation, we present insights in how sales managers and new bizz people can use tools like Facebook and LinkedIN to their benefit. Especially LinkedIN requires a completely different approach, since authority is only gained by participating fully. And having your sales manager be very active on a platform like LinkedIN makes them easier to find for your competitors. But not having them participate, is a threat as well... At AdNerds - part of Proximity BBDO - we give advice on how to behave, how to set the proper objectives and how to define your strategy.

TRANSCRIPT

Page 1: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

!"#$%&&'()*+,'$-./)",-)0$1&,-2!"#$%&$'"#()$!*+#,-#.$/0

Page 2: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 3: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 4: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

A&8-+,B),$@)

%7;+,$;;)6&-$8)

%";$-)&,),$@)

6$-+"

C"-+#"881)D+B+5"82

>$8=)&74)

#7;5&6$4;)5&)

;5"45)")4$"8)

#&,?$4;":&,)@+5<)

5<$+4)

#7;5&6$4;

E,<",#$)#4$":&,)

@+5<),$@)

5$#<,&8&B+$;

34$"5$)")

6757"881)

%$,$9#+"8)

4$8":&,;<+=)

%";$-)

&,)547;5

Page 5: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

*+F$)+;)=7%8+#2)G&)+;)%7;+,$;;2

Page 6: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

*+F$)+;)=7%8+#2)G&)+;)%7;+,$;;2

Page 7: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

*+F$)+;)=7%8+#2)G&)+;)%7;+,$;;2

Page 8: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

*+F$)+;)=7%8+#2)G&)+;)%7;+,$;;2

Page 9: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

*+F$)+;)=7%8+#2)G&)+;)%7;+,$;;2

Page 10: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 11: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

$$$$$12$34$-$;&#+"8)54$,-$35$67387$9*"9:*$,4*$5$#<,&8&B+$;$2"$;*2$

27*$2735;4$27*.$5**<$F4&6)$"#<)&5<$4)$#-27*#$27-5$=#">$

2#-<3?"5-:$354?2,?"54$:3@*$8"#9"#-?"54A

H4&7,-;@$88

Page 12: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

!"8,4$"5$27*$4$8":&,;<+=;)$

5"2$27*$2*875":";3*4A

H4&7,-;@$88

Page 13: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

I$&=8$

I

B44*44$.",#$8,42">*#4C$4"83-:$-8?D3?*4

Page 14: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

I$&=8$ J%K$#:?$;

I J

&*83<*$67-2$.",$6-52$2"$-88">9:347

Page 15: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

I$&=8$ J%K$#:?$; G54"5$B1

I J G

E:-5$="#$7"6$#*:-?"547394$6327$8,42">*#4$63::$87-5;*

Page 16: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

I$&=8$ J%K$#:?$; G54"5$B1 L$#<,&8&B1

I J G L

&*83<*$67387$4"83-:$2*875":";3*4$2"$,4*

Page 17: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 18: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 19: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 20: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 21: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

M2 M2NO)6+88+&,)7;$4;)+,)0$8B+76();:88)B4&@+,B);5$$=812

P2 I$&=8$)"4$)5<$4$)5&)5"8'();<"4$()-&)5<+,B;)@+5<)F4+$,-;)5<$1)547;52

Q2 E,&46&7;)"6&7,5)&F)=$4;&,"8)-"5"2

R2 /$@;F$$-)=4+,#+=8$)6"'$;)+5)5<$)%";+;)F&4)+,S7$,#$2

O2 *&5;)&F)%4",-+,B)=&;;+%+8+:$;)8+'$)F",)="B$;)&4)B4&7=;2

T<1)!"#$%&&')+;)")4$"-1U6"-$)6"4'$:,B)=8"V&462

Page 22: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 23: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 24: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 25: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 26: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 27: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 28: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 29: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 30: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 31: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 32: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 33: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 34: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

W

Page 35: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 36: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 37: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

.5)+;)")%7;+,$;;U&4+$,5$-);&#+"8),$5@&4'+,B);+5$)F&7,-$-)+,)

D$#$6%$4)PXXP)",-)8"7,#<$-)+,)A"1)PXXQ)6"+,81)7;$-)

F&4)=4&F$;;+&,"8),$5@&4'+,B2)

Y;)&F)!$%47"41)PXXZ()+5)<"-)6&4$)5<",)QO)6+88+&,)

4$B+;5$4$-)7;$4;();=",,+,B)MNX)+,-7;54+$;2

Page 38: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

T<1

Page 39: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

F#"6$4$8":&,;<+=;$

1>9#"D*$+,435*44$+,;+B<5;

G,3:<$"75<&4+51

&*2*82$8$"-;$-5<$"99"#2,53?*4

L<$)J%?+&7; T<"5[;)A&4$

G,3:<$.",#$=4&F$;;+&,"8),$5@&4'

%2-.$+,)5&7#<$6327$.",#$#&,,$#:&,;

!35<)K&%)&==&457,+:$;

Page 40: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

H*I$J-;"D35$K$%LE$M*6$G3NN$-2$G,<<.$O*<3-

Page 41: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

H*I$J-;"D35$K$%LE$M*6$G3NN$-2$G,<<.$O*<3-

5"4B$5$-);$"4#<$2"$P5<$#*:*D-52$8"55*8?"54

;""<$9#"P:*$2"$%7+8-)547;5

;$,-)./6"+8;$2"$7-D*$49*83-:3N*<$8"5D*#4-?"54$$

Page 42: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 43: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 44: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

\&74)I4&98$

Page 45: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 46: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

B$5)4$#&66$,-$-()

"--)4$8$?",5)$]=$4:;$()

"--)^',&@,_)=4&K$#5;)1&7)@&4'$-)&,

Page 47: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 48: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

7=-"5$)1&74);5"57;)

@<$,)4$8$?",5

<"?$)")#8$"4)

<$"-8+,$

Page 49: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

B$5)4$#&66$,-$-

"--)4$8$?",5)8+,';()

7=-"5$)5<$6)4$B78"481

<"?$)1&74),"6$)+,)1&74)

=4&98$)`C*)F&4)H&&B8$

;<"4$)";)6",1)4$8$?",5)

=&;+:&,;)",-)$]=$4:;$)

&,)1&74)=7%8+#)=4&98$

Page 50: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

B$5)4$#&66$,-$-)

4"5<$4)%1)#8+$,5;)

5<",)%1)#&88$"B7$;

Page 51: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

3&,5"#5;

Page 52: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 53: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

+,?+5$)#744$,5)",-)

F&46$4)#&,5"#5;

Page 54: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 55: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 56: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 57: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

+,;5"88)8+,'$-./)

&758&&')5&&8%"4)",-)

B$5)+,;5",5)+,F&)

Page 58: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

B$5)a&%,+)",-)B$5)+,F&)

F4&6)G'1=$()!"#$%&&')

",-)*+,'$-./

Page 59: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

J5<$4[;)I4&98$

Page 60: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 61: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

@<"5)+;)<$)7=)5&b)6&,+5&4)

",-)4$;=&,-)+F)4$8$?",5

8$"4,)F4&6)<+;)#744$,5)

",-)=";5)F7,#:&,;()

=4&K$#5;()$]=$4:;$

#<$#')<+;),$5@&4'

@<&)4$#&66$,-$-)<+6b)

&,)@<"5)51=$)&F)=4&K$#5;b

Page 62: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

3&6=",+$;

Page 63: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 64: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

;$"4#<)F&4)1&74)#&,5"#5[;)#&6=",1)="B$

Page 65: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 66: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

#<$#')F&4)+,5$4$;:,B)

=$&=8$)+,)1&74)#&,5"#5[;)

#&6=",1

#<$#')4$B78"481)5&);$$)+F)1&74)#&,5"#5[;)

B$5;)"),$@)%&;;()#&U@&4'$4()222

Page 67: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

c&%;

Page 68: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 69: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

@<&)+;)1&74)#&,5"#5;[)#&6=",1)<+4+,Bb)

+5)6+B<5)%$)",)&==&457,+51)5&)<$8=)5<$6)&75

Page 70: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 71: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

1&7)<"?$)")?$41)#&6=8$5$)?+$@)&,)

?"#",#+$;()"8;&)=&;5$-)&75;+-$)*+,'$-./

Page 72: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

H4&7=;

Page 73: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

#<$#')<&6$="B$)F&4)

1&74)#&,5"#5;[)B4&7=;

&4);7%;#4+%$)5&)5<$)

CGGUF$$-

#<$#')5<$+4)"#:?+51)+,)

B4&7=;)d)="4:#+="5$e

4$"#5)+F)4$8$?",5

Page 74: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

+,?+5$)#&,5"#5;)5&)5<$)GD)T&4])B4&7=)

",-)6"'$);74$)5&)7=-"5$)+5)4$B78"481

5&);<&@)&F)1&74)#&6=$5$,#$

Page 75: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

K&+,)5<$)B4&7=;)1&74)#&,5"#5;)K&+,$-

Page 76: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 77: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

#<$#')@<"5)1&74)#&,5"#5;)=&;5)

",-)+,5$4"#5e4$"#5e-+;#7;;e;7BB$;5)

Page 78: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

Y,;@$4;

Page 79: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 80: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

@<"5)-&)1&74)#&,5"#5;)";'

",;@$4e="4:#+="5$e;7BB$;5)",)GD)TJCa)$]=$45

Page 81: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

";')")f7$;:&,)5<"5)+;)g<&5[)",-)

8$?$4"B$)5<$)GD)T&4])',&@8$-B$

Page 82: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

Y==8+#":&,;

Page 83: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 84: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

+,;5"88)5<$)g3&6=",1)07hh[)"==)

",-))#<$#')5<+;)4$B78"481

Page 85: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 86: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

-+;=8"1)+5)&,81)&,)1&74)

<&6$="B$

Page 87: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 88: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

"--)1&74)#8+$,5;[)#&6=",+$;)

",-)5<$+4),"6$;

%1)-$F"785)1&74)&@,)

#&6=",+$;)"4$)8+;5$,$-)5&

i)Jj

Page 89: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

;<"4$)5<$)GD)T&4])',&@8$-B$)

7;+,B);$?$4"8)"==;)"?"+8"%8$

Page 90: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

G$"4#<)d)A"+8

Page 91: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 92: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

;$"4#<)4$8$?",5)#&,5"#5;)

%1)#&,-7#:,B)-$5"+8$-);$"4#<$;

Page 93: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 94: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

#8+#')gG"?$)5<+;);$"4#<[

Page 95: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

<"?$)5<$)4$;785;)

$6"+8$-)5&)1&7)@$$'81

Page 96: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 97: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 98: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

#<$#')5<$)#&,,$#:&,;)",-)B4&7=;)1&7)<"?$)+,)#&66&,

#<$#')<+;)=4&98$)F&4)$]=$4:;$)",-)4$#&66$,-":&,;

7;$)./6"+8)^="1$-_)&4)B$5)+,54&-7#$-)^F4$$_

Page 99: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 100: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

“Why does listening

to your customers sound like

a Web 2.0 Idea?

It should be a Business 1.0 Necessity.”c$k)c"4?+;()3`/\

Page 101: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 102: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

l.5)+;)")4$"8)-$%"5$)"%&75)4$"8)+-$";2)\&7)@",5)5&);74F"#$)

5<&;$)",-)B$5)4+-)&F)5<$)#4"=2)L<$)#4"=)@&,[5);74?+?$)547$)

#&88"%&4":&,)",-);&#+"8),$5@&4'+,B2m

!"#$#%&'()#*+%,-%'.%/)0*1#%23%")#%45062*7%8%!05#(32*/#9

Page 103: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 104: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 105: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 106: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 107: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 108: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 109: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 110: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business
Page 111: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

5

G5"1)+,)5<$)',&@

\&7()1&74)#8+$,5;)",-)5<$),$@)=7%8+#,$;;2

G,+k)&==&457,+:$;()#4$"5$)&==&457,+:$;

07+8-)"75<&4+51

0$)F&7,-

Page 112: Facebook, LinkedIN & Beyond - or how the new media changed how sales people do business

Subscribe to our podcast on iTunes. Search for ‘adnerds’.