At Execus, we consult to identify the right processes and tools, then we train and manage cultural change so sales professionals are more productive with new sales tools

1. A corporate approach to Social Selling
“ We consult to identify the right processes and tools. We train
and manage cultural change so sales professionals are more
productive with new sales tools”
Spain, Jan 2014

2. Agenda
I.
Social Selling for sales teams
I.
II.
II.
What is it?
What can it do for your company?
How can your company benefit from Social Selling
I.
III.
Main Objective
How Execus can help
I.
Why Execus
II.
Proposal of Services
I.
Workshops
II.
Corporate Learning Platform
III.
Consulting
IV.
Social Selling Program Roll-out
V.
Contact Details
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3. I. Social Selling for sales teams
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4. I.I Social Selling: What is it?
Social Selling is empowering the sales team
with tools to sell using social networks
Actors
Clients

Sales professionals
(active strategies – outbound sales)
Social
Networks

(passive strategies – inbound leads)

Sales
Marketing
Marketing
Social Networks
(mainly twitter, LinkedIn and other)

Clients
(targets, prospect, leads …)
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5. I.II Social Selling: What can it do for you?
Reality
 IBM confirms that 97% of cold calls are ineffective (Buyer’s Preference Study)
 Corporate Executive Board reports that 57% of buying decisions are made before ever contacting
a sales person
 Sales professionals already are accountable for 70% of leads (CustomerThink)
 A warm referral increases the odds of sales success by x2 – x4 (CustomerThink)
Promise
 Generate leads
 Act before the buying decision is made and gathering of intelligence (multi-thread, personalized
approach, warm referral …)
 Close a Meeting with the target!
McKinsey sees an opportunity to increase the productivity of your
salesforce by 20-25% by adopting social strategies
(MGI report, 2012)
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6. II. How can your company benefit from Social Selling
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7. II. I Main Objective
Make your sales teams
more productive
¿How? – Getting more meetings
1. Identification of targets
 Empowering the sales teams with the right tools to be able to identify
the sales targets on their own. Prospect and find clients with social
networks.
2. Qualification of a lead
 Gaining market intelligence of the industry the target company and
the target professional.
3. Warm connection
 Making “soft” connections to the targets, using the appropriate
“etiquette” to get conversations started.
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8. III. How Execus can help
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9. III. I Why Execus
• We are the Social Selling leaders in Europe. Our Managing Director, Jordi Gili
is a recognized thought leader and has published the book “Sell! with
Linkedin“
• Execus is the first certified LinkedIn Sales Solutions partner in Europe
• Execus is the first Hootsuite European partner Social Selling partner
• We offer a wide variety of services for a complete Social Selling solution,
unmatched in the market
• Training
• Consulting
• Integration
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10. III. II Training Services I: Workshops
Training to the Sales and
Marketing teams
Format: Workshop (one teacher, several attendees)
Title: “Introduction to Social Selling"
Duration: 3 Sessions, 4h. each
Session 1: Motivation and Change of Mindset
Session 2: Active strategies - Selling
Session 3: Passive strategies - Marketing
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11. III. II Training Services I: Workshops
Session 1: Motivation and change of Mindset
Why Social networks for sales
Work on Linkedin and twitter profiles
Session 2: Active strategies - Selling
Identification of target clients
Qualification and Intelligence
Warm contact – closing a meeting
Session 3: Passive strategies - Marketing
Brand, channel, Message
Generate and Share content
Ads, campaigns – Inbound solutions
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12. III. II Training Services II: Learning platform
Training to the Sales and
Marketing teams
Format: Online corporate-wide learning platform
Course: “Social Selling certification"
Duration: 12 weeks, 12 online sessions
We provide a Learning Management System
Fully integrates with your corporate
learning system
More than 80 hours of video, 52 tracks
Complete Social Selling learning platform
Service includes: kick-off session and on-line teacher
Current Platform clients:
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13. III. III Consulting and Systems Integration Services
Enhancing Corporate Marketing and Sales
processes with Social Layers: ESSPI Methodology
Top Down Approach
and Empowerment
1. Identification of
Social Selling
Actual stage
KPI definition and
Measurement
Change Management
and Training
3. Definition of PATH TO ACTION
2. Identification of
Social Selling
Desired Stage
Execus Social Selling Program Introduction (ESSPI) )
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14. V. Contact details
Thank you!
Execus Professional Services, S.L.
Jordi Gili, MD
Gran Via de les Corts Catalanes 583
08011 Barcelona, Spain
Jordi.gili@execus.com
Tel. (+34) 933063448
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