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Thenewhandshake bgiamanco smiatl2011

Thenewhandshake bgiamanco smiatl2011



Sales meets social media presentation at the Social Integration Conference held in September 2011.

Sales meets social media presentation at the Social Integration Conference held in September 2011.



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Thenewhandshake bgiamanco smiatl2011 Thenewhandshake bgiamanco smiatl2011 Presentation Transcript

  • The New Handshake
    Presented by: Barbara Giamanco
    Talent Builders, Inc.
    Sales Meets Social Media
    @barbaragiamanco #newhandshake
  • About Barb
  • Let’s Talk About
    • The Evolution of Sales
    • Strategy for Social Sales Success
    • How to Leverage Technology
  • The Internet Has Changed Business
  • “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.”
    Social Media Has Impacted Sales
    — Axel Schultze, CEO of Xeequa.com
    © 2011 – Talent Builders, Inc. All rights reserved.
  • Welcome to Social Selling
  • Relationships Matter
  • Create Visibility and Value
    In advance of the sales opportunity
  • What Your Buyer is Thinking
  • 5 Reasons Execs Use Social Media
    Product or service recommendations from others
    Access to information or thought leadership
    Showcase themselves or their companies
    Keep track of colleagues and peers
    Learning and development
    © 2011 – Talent Builders, Inc. All rights reserved.
  • Who initiated the request associated with the sales opportunity?
    Who gains or loses the most by the outcome?
    Identifying the Right Decision Maker
    Ask yourself…
  • Should I pursue a conversation?
    Why me & not the competition?
    Getting to Your Buyer. Ask Yourself…
    What do I know about their needs?
  • Should I pursue this opportunity?
    Am I able to effectively compete?
    Can I reasonably expect to win this business?
    Before Moving Forward. Ask Yourself…
    Adapted from: Selling to the C-Suite: Nicholas A.C. Read and Stephen J. Bistritz, Ed.D. McGraw-Hill, 2010.
    © 2010 - 2011, Learning Solutions International. All rights reserved.
  • Success Requires a Plan
  • Establishing Your Plan
    Step #1
    Define the characteristics of your ideal prospect for your product or service.
  • Grow network to 1,000 connections by November 30, 2011
    25% increase in repeat sales by December 31, 2011
    20 new clients by September 30, 2011
    10 speaking gigs by December 1, 2011
    500 Facebook fans by January 31, 2012
    Track and Measure
  • www.insideview.comwww.linkedin.com
    Social Sales Toolkit
  • LinkedIn for Sales
  • 120M+ users
    Primarily B2B sales activity
    2 billion people searches in 2010
    1.3 million small business owners
    Executives from all Fortune 500
    Half a million+ LinkedIn groups exist
    More than 1 million company pages
    Things to Know
  • LinkedIn Home
  • Create Visibility
  • Demonstrate Expertise
  • Engage with Video
  • Research Tools
    © 2011 – Talent Builders, Inc. All rights reserved.
  • Fill the Pipeline - Search
  • Do your homework
    Personalize message
    Make message relevant
    Be honest
    Don’t sell
    Inviting Connections
  • Go Mobile
  • More than 750 million active users
    Tends toward informal conversation
    Primarily B2C sales activity
    50% of users log on to Facebook daily
    620 million groups
    3 million fan pages
    Facebook Phenomenon
    Excellent platform for building community, loyalty and customer retention!
  • Build Community & Loyalty
  • Micro-blogging tool
    200 Million Tweets Sent Daily
    Real-time snippets of conversation
    Listening vehicle using search
    Track topics with hash tags (#newhandshake)
    How Twitter Fits the Picture
    Most common motivation for consumers following a brand? Information.
  • Create your plan, measureand track
    Participate where your ideal buyer participates
    Thinkbefore sending your message
    Give value in advance of sales opportunities
    Engage at the right time
    Be consistent, persistent and patient
    Putting It All Together
  • www.talentbuildersinc.com
    Twitter: @barbaragiamanco
    LinkedIn: Barbara Giamanco
    Facebook: Barbara Giamanco
    Connect With Barb
    3522 Ashford Dunwoody Rd NE #413Atlanta, GA 30319