Strategies for Selling in a Social World

Strategies for Selling in a Social World @barbaragiamanco #newhandshake

No Revenue = No Business

Buyers complete 80% of the buying cycle before interacting with sales. —Source: HBR, Gartner

• Leverages the social web• Does their own research• Owns the buying process• Is impatient• Avoids risk• Expects immediate value

“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

It’s a mix of communication!

• Referral building• Networking• Lead generation• Competitive edge• Visibility• Credibility• Business intelligence

It’s About SEO Keywords NOT Titles

Engage with Content

• News• Highlight others• Your thoughts• Industry trends• Promote events• Share company page

Starting the Conversation

Don’t Be This Guy!

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

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

• Adapt to Buyer 2.0• Cultivate your network• Leverage LinkedIn• Engage at the right time• Be visible, add value• Demonstrate credibility• Plan, execute, measure

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

Strategies for Selling in a Social World

by Social Centered Selling LLC

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