Getting to the real world after your MBA for fresher's

Shiv Shankar M SCo-founder & CMO

Waybeo

Part 1. Understanding Sales & Marketing Opportunities

Part 2. How to land up in your first job?

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Part 1. Understanding the Opportunities

around you

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Sales or Marketing?

What is the difference?

Which ladder should you choose for your career?

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The customer conversion funnel

Product

• Identifying needs, designing solutions and positioning

Prospect

• Listing out the target customers

Awareness

• Educating customers about the brand and product

Interest

• Exploratory phase by them to analyse the offer with their needs

Desire

• After basic research, they feel confident that, this solution suits them.

Action

• They buy the product and pay you the money.

Retention

• Providing support and retain as a loyal customer.

Marketing Sales Support

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Product Prospect Awareness Interest Desire Action Retentio

n

Marketing

• Sales Managers• Regional SM• Partner Channel

Manager• Retail marketing

Associate• Sales Architect / VP /

Head

SupportSales Career

Sales+ves• Easy to get the job & huge growth.• Needs real passion to be a sales man.• Can build huge networks and great

contacts.• Easily switch between Industries.-ves• Needs to travel• Need to be mentally and physically

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Product Prospect Awareness Interest Desire Action Retentio

n

Marketing

Digital Marketing

Support

Marketing Career – Client SideSales

Market Research

Content Creation & Design

Product Analysts

Product/ Brand Management

Marketing Communications

Advertising

-ves• Difficult to get the first entry.• Switching industries are also

difficult.+ves• Can build huge networks

and great contacts.• Needs very strong analytical

skills.• Has Glamour and comfort

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Product Prospect Awareness Interest Desire Action Retentio

n

Marketing

Support

Marketing Career – Gen YSales

Permission MarketingContent Creation

& Design

Inbound Marketing

Social Media Marketing

SEM / SEO Affiliate Marketing

Web Analytics

Marketing Technologists

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Product Prospect Awareness Interest Desire Action Retentio

n

Marketing

Support

Career in Customer SupportSales

• Customer Support Manager

• Customer experience design

-ves• Difficult to get the first entry.• Very few opportunities.+ves• Highly comfortable and

satisfactory job.

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Part 2.How to develop the brand “you”

and get your Job?

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The sales funnelCampaign Viewers

Leads

Interests

Proposal

Pays

Customers

5000

100

40

20

5

Ideal Job sales funnel

Your Profile/Resume Viewed by

Job Opportunities

Shortlist

Interviews

Job Offers

Select Your Job

200

20

10

5

2

Ideal Job getting process

Product (You) Design

Prospect the target

audience.

Build the brand “You”

Do Inbound marketing

Get inbound calls for

interviews

Do outbound marketing

Generate Leads

(Interviews)

Convert to Job offers

Select the best job

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Step 1 :

Try to Answer these questions or position yourself.

•What are your unique traits/experiences?•What are your strengths?•What are keywords/ideas you want to be identified with?•What are your accomplishments?•What are you proud of?•Where can you develop an “expertise”

Designing the Product ‘You’

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“The product maybe good, but if you are pitching to the wrong

person, it doesn’t matter.”

Step 2 : Prospect the target audience.

Generate a list of 200 companies, their key persons and social profiles.Add more on the go.

Shortlist 2-3 most suitable type of job roles based on• Job Type• Industry• Your skills and interests• Location• Company size

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Step 2 : Tools for Targetting

• Use HR portals & Listing websites to get list of companies.

• Use LinkedIn to find people working there.• Setup Alerts: Google & Yahoo• Be the best in LinkedIn: • Conduct blog/microblog searches in alltop.com,

twitter.com and technorati.com• Get active in Social Media share related content to

your brand. (Useful for others)• Follow people in targeted list. (Twitter is the best)• Get active in Q&A portals like Quora.com and

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Step 3: Building the brand “You”

Step 3: Build the brand “You”

1. Start a Blog2. Have a 100% complete LinkedIn Profile3. Add maximum relevant connections in LinkedIn.4. Promote your blog and try to get 1000 monthly readers5. Twitter is easiest media to interact with anyone. Get active their.6. Identify the Keywords related to your Job search.7. Setup Google alerts for news related to your Keywords. Follow

these keywords in Twitter and interact.8. Use Visual CV and other multimedia resume.9. Content is the King now.10. Learn about careers and new concepts and strategies (videos,

networks, blogs)11. Use Google reader to follow best blogs in your domain. If for

example marketing: Seth Godin, SEO: Neil Patel and Inbound marketing: Hubspot). Use tools like Feedly in your phone.

Goal:Get a Klout score above

50

Get your blog

500 visitors per day.

Become an

expert or

influencer in your domain

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Step 4: Do Inbound Marketing

“Don’t ever go after Jobs. Let the jobs search for you.”

Inbound marketing is the process of building and sharing meaningful content and information for your target audience. They become your followers and eventually your starts to get respect for your brands from them.

Keywords to Learn more: Inbound marketing, Permission marketing,

Content marketing

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Step 5: Do outbound marketing

1. Prepare an outstanding resume with your social profile details.

2. Avoid the usual “My Objective” lies and jargons.

3. Please build a genuine and great Cover letter.4. Customize cover letter and mail content as

per the culture of the organization.5. Erase your digital dirt.6. Apply through their websites.7. Apply through LinkedIn Networks & Job

boards.8. Apply through Email.

Remember:It is a sales funnel. Expect 10% success.

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Step 5: Leads to Sales(Job) Conversion

Remember:Again it is a sales funnel. Expect 20% success.

2 Job offers from 10 Interviews is the ideal scenario..

Select the most Suitable One for

you.

It is all about your Attitude.Be honest.

About Shiv

Co-founded Waybeo along with his college friends during engineering Graduation.Heads the Global Marketing at Waybeo as the CMO.Waybeo’s flagship product www.Bounzd.com, a real time Click to call and complete call tracking solutions on Cloud for Businesses, finds its success under Shiv.Being a detail oriented person he loves sharing information in actionable details. He is an avid reader and passionate speaker.

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Shiv Shankar M S

Contact Me at:shiv@waybeo.comTwitter: @shiv_waybeo

Thank you.

Click to Call me Free

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