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Social Selling Basics
 

Social Selling Basics

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Introduction to social selling. Buyers start their initial research online. If they are looking and you cannot be found, you risk being locked out of a sales opportunity without even knowing it.

Introduction to social selling. Buyers start their initial research online. If they are looking and you cannot be found, you risk being locked out of a sales opportunity without even knowing it.

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  • Tougher to get in front of prospects Not enough qualified leads in the pipelineSales strategies that used to work now don’tLong buying cyclesToo much reliance on technology to do the selling
  • Cold calling and spam emails have diminished in effectiveness, with some 92% of buyers say that they merely “hit delete” when the email or call comes from someone that they do not know.

Social Selling Basics Social Selling Basics Presentation Transcript

  • Social Selling = Sales Revenue Barbara Giamanco, Author|Speaker|Strategist
  • Barbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media, the first book written on social selling. She is the author of the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy published in July 2012, and her first of its kind research report: Social Media and Sales Quota prove the measurable return-on-investment when using social media to sell. Barb has been evangelizing social selling since 2006 and is known internationally as a Social Selling Thought Leader. As a result, she is a sought after Social Selling Strategist, Speaker and Facilitator who works with Sales and Marketing teams to achieve sales results. Barb has a proven, 30-year track record in generating sales and capped a corporate career at Microsoft, where she led sales teams and coached executives. Throughout her sales career, Barb has sold $1B in products and services. @barbaragiamanco @salessmarts #socialselling
  • The “good old days” are gone! © Social Centered Selling LLC | connect. collaborate. close! 2/7/2014
  • A better-informed, more connected customer controls the buying process. © Social Centered Selling LLC | connect. collaborate. close! 2/7/2014
  • Buyers begin the buying process without YOU 60%-80% of the time!
  • Broadcast Pitches Fall on Deaf Ears
  • There is a better way of doing business!
  • Revenue ROI In 2012, 72.6% of sales people using social media as part of their sales process outperformed their sales peers and exceeded quota 23% more often!
  • Press ROI
  • Social Business Success formula…
  • To Succeed You Need… STRATEGY
  • SKILLS
  • EXECUTION
  • Measure and Track
  • Common Mistakes Broadcast spam Poor selling skills Adding no value Interruptive No tech savvy
  • Prescription Create your plan  Define what your prospect cares about  Create specific goals  Establish metrics  Determine strategies  Define the tasks, tactics and timeline Determine your message  How are you different?  What content will you create and curate?  Will you use other people’s content? Whose?  Review messages that sales people send out Determine the technology that best fits  Will you use LinkedIn, Twitter, Facebook or a combination?  Does your buyer engage in these platforms? Assess sales and social media skills  What training is needed?  Establish a schedule of ongoing reinforcement  Measure and track results
  • Step 1: Brand Yourself
  • Step 2: Always Be Connecting
  • Step 3: Generate Leads
  • Step 4: Research then Engage
  • Curate Content
  • In 15 minutes you can…  Invite 5 people to connect  Post a status update or tweet  Answer a question in a group  Engage on a prospects company page  Share a whitepaper, presentation or case study  Research 3 prospects  Comment on someone else’s content
  • Need More Help? • Group Coaching • Online Programs
  • Let’s Connect Barbara Giamanco, President and Social Selling Advisor Contact me at (404) 647-4925 Social Centered Selling LLC 3522 Ashford Dunwoody Rd NE #413 Atlanta, GA 30319 Barb Giamanco Social Selling Author, Speaker, A dvisor www.linkedin.com/in/barbaragiamanco www.twitter.com/barbaragiamanco www.twitter.com/salessmarts www.facebook.com/socialcenteredselling Services include: Social Selling Strategy, Speaking, Programs Find Barb’s book The New Handshake: Sales Meets Social Media at Amazon.com ©2012-2013 Barbara Giamanco/Social Centered Selling. |connect. collaborate. close! All content is copyrighted and not to be reproduced or shared without permission!