Your SlideShare is downloading. ×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Strategies for Selling in a Social World

683
views

Published on

Drive sales opportunities by leveraging the power of social media tools like LinkedIn.

Drive sales opportunities by leveraging the power of social media tools like LinkedIn.

Published in: Business, Technology

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
683
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Strategies for Selling in a Social World @barbaragiamanco #newhandshake
  • 2. No Revenue = No  Business
  • 3. You’ve Got to Fill the  Pipeline! © 2008 Wings for Business LLC.  
  • 4. Buyers complete 80% of the buying cycle before  interacting with sales. —Source: HBR, Gartner
  • 5. • Leverages the social web• Does their own research• Owns the buying process• Is impatient• Avoids risk• Expects immediate value
  • 6. “Whatever sales approach used to work doesn’t work anymore.  Scripts and canned speeches about features and benefits fall on deaf ears. Sales professionals  need to be visible, proactively  engaged and patient.” — Axel Schultze, CEO of Xeequa.com
  • 7. It’s a mix of communication!
  • 8. • Referral building• Networking• Lead generation• Competitive edge• Visibility• Credibility• Business intelligence
  • 9. It’s About SEO Keywords NOT Titles
  • 10. Engage with Content
  • 11. • News• Highlight others• Your thoughts• Industry trends• Promote events• Share company page
  • 12. Starting the Conversation
  • 13. Don’t Be This Guy!
  • 14. Sponsor 84% of the time an executive  Use a credible will take a meeting when someone  sponsor within  the client’s  from inside their organization (a  organization to  credible sponsor) makes the  help secure access introduction.Source: Selling to the C‐Suite
  • 15. Referral A referral from outside  the company will yield  Use a referral a meeting 44% of the  (someone outside  the client’s  organization), such  time.  as a consultant,  business associate or  friendSource: Selling to the C‐Suite
  • 16. • Adapt to Buyer 2.0• Cultivate your network• Leverage LinkedIn• Engage at the right time• Be visible, add value• Demonstrate credibility• Plan, execute, measure
  • 17. Twitter: @barbaragiamanco LinkedIn: Barbara Giamanco Facebook: Barbara Giamanco www.thenewhandshake.com www.barbaragiamanco.com Social Centered Selling, LLC 3500 Lenox Road, Suite 1500 Atlanta, GA 30326404‐647‐4925 or 404‐949‐0199