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Social Selling The Lenovo Way

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TECH Connect 2017 - Social Selling Workshop session by Sriram Gopalaswami, Marketing Head - Commercial Segment, Lenovo

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Social Selling The Lenovo Way

  1. 1. Sriram Gopalaswamy Marketing Head- Commercial Segment Lenovo Session 3 - Social Selling The Lenovo Way #inTC17 Social Selling 101 Workshop: Your Sales Strategy for the Digital Age
  2. 2. ​ITDM Social ecosystem as per Lenovo P e r s o n a l P r o f e s s i o n a l Frequent (Daily) Infrequent (Weekly) The Shift…….
  3. 3. ​The Business Club – Hypersharp Targeting Indian professionals use LinkedIn for 1. Jobs 2. Professional News from their connections 3. Relevant industry news, thought leaders 150K Stakeholders
  4. 4. ​The Journey… 2012 2014 2016
  5. 5. ​Sample this….. 2 Companies found online were in the same building as us 1 City where our existing database was highly insufficient, but nobody noticed it # #of Ppl from a company present on LinkedIn gave us a new metric
  6. 6. ​After first 8 weeks……. 35 8 3 0 80 7 15 0 0 10 20 30 40 50 60 70 80 90 Reached Connected Response FTF meeting setup M1 M2
  7. 7. What went wrong ?
  8. 8. ​Think about buying cycle…. 18% 21% 61% Buyers Intenders Non-Intenders
  9. 9. ​The copy paste introduction is difficult…
  10. 10. ​I Like This Guy…
  11. 11. ​Try online + offline…
  12. 12. ​Figure out how active is your target audience on LinkedIn 56% 44% Active Inactive
  13. 13. ​CXOs are usually active………
  14. 14. ​CXOs are looking to connect….. But……
  15. 15. ​CXOs are looking to connect…..
  16. 16. ​What strengthens their network ? Peer Interaction Industry Bellwether Knowledge sharing Increasing influence
  17. 17. Revisit the basics
  18. 18. THANK YOU

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