The New Handshake: Sales Meets Social Media@barbaragiamanco   #newhandshake   #socialsellxl
About Barb                            Barbara Giamanco is the co-author of                            The New Handshake: S...
Let’s Talk About A new type of B2B buyer Sales needs to “ditch the pitch” Using social to drive revenue Strategy behin...
Buyers complete 80% of the buying cycle before interacting with sales.                                                    ...
 Leverages the social web Does their own research Owns the buying process Is impatient Avoids risk Expects immediate...
© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Sales is Often                                       Disconnected© Social Centered Selling LLC | connect. collaborate. clo...
“Whatever sales approach usedto work doesn’t work anymore. Scripts and canned speechesabout features and benefits fall    ...
Ditch the pitch!© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Use Social to Connect on a Personal Level            © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
 Networking Business intelligence Visibility Credibility building Leads                 © Social Centered Selling LLC...
© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Success Requires…                                                                       Business                          ...
And… Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track                © ...
Getting Started
Cultivate a Strong NetworkBarb’s Network in November 2011                © Social Centered Selling LLC | connect. collabor...
Are You Compelling?        © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Can Your Prospect Find You?         © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Engage with Content© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Be Visible – Share Updates News Highlight others Your thoughts Industry trends Promote events Share company page    ...
Demonstrate Expertise          © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Search People© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Search Companies        © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Go Deeper        © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Opportunity© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
© Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Big News!                 SunTrust Banks, Inc. : March 09, 2012      SunTrust Names Anil Cheriyan New Chief Information Of...
Agents in Use         © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Company Watchlist: Daily Summary Alert            © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Sponsor                          84% of the time an                                              executive will take a    ...
Referral     A referral from outside     the company will yield                                                         Us...
Before Engaging…Do Your Homework!         © Social Centered Selling LLC | connect. collaborate. close!   5/2/2012
Summing it all Up  Plan             Participate                              ProsperThe Game Has Changed…Adapt!
Are you ready to move theconversation forward?Contact us at (404) 949-0199Social Centered Selling LLC3500 Lenox Road, Suit...
The New Handshake: Sales Meets Social Media
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The New Handshake: Sales Meets Social Media

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Did you know that 80% of executive level buyers start the sales process without you?

At Social Centered Selling, LLC we believe the answer to adapting to today’s buyer – Buyer 2.0 – is in ensuring that your sales organization has the best trained sales people. Our work with clients helps to increase revenue and drive extraordinary results through the integration of a social media strategy with sound sales process, methodology and approach.

The Social Centered Selling team is made up of business professionals with deep knowledge and experience in the world of sales and social media. We have experience helping organizations supercharge sales efforts by incorporating training and employee development utilizing high performance tested, proven – researched based methodologies. Members of our team are also recognized as leaders in leveraging social media strategies to achieve sales objectives.

To learn more, visit www.scs-connect.com.

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  • 59% engaged with a peer who had addressed the challenge48% followed industry conversations on the topic37% posted questions on social networking sites looking for suggestions/feedback20% connected directly with potential solution providers via social networking channelsSource: DemandGen
  • Transcript of "The New Handshake: Sales Meets Social Media"

    1. 1. The New Handshake: Sales Meets Social Media@barbaragiamanco #newhandshake #socialsellxl
    2. 2. About Barb Barbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media and Social Centered Selling President and Social Sales Strategist. An experienced sales and social media consultant, speaker and coach, Barb was recognized by Inside View as one of the Top 25 Influential Leaders in Sales. She 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. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    3. 3. Let’s Talk About A new type of B2B buyer Sales needs to “ditch the pitch” Using social to drive revenue Strategy behind social selling success Doing your homework Sales engagement strategies © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    4. 4. Buyers complete 80% of the buying cycle before interacting with sales. —Source: HBR, Gartner © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    5. 5.  Leverages the social web Does their own research Owns the buying process Is impatient Avoids risk Expects immediate value Today’s Buyer © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    6. 6. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    7. 7. Sales is Often Disconnected© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    8. 8. “Whatever sales approach usedto work doesn’t work anymore. Scripts and canned speechesabout features and benefits fall on deaf ears. Salesprofessionals need to be visible, proactively engaged and patient.” — Axel Schultze, CEO of Xeequa.com © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    9. 9. Ditch the pitch!© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    10. 10. Use Social to Connect on a Personal Level © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    11. 11.  Networking Business intelligence Visibility Credibility building Leads © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    12. 12. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    13. 13. Success Requires… Business Acumen Social People Media Skills Savvy Sales Skills © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    14. 14. And… Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    15. 15. Getting Started
    16. 16. Cultivate a Strong NetworkBarb’s Network in November 2011 © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    17. 17. Are You Compelling? © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    18. 18. Can Your Prospect Find You? © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    19. 19. Engage with Content© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    20. 20. Be Visible – Share Updates News Highlight others Your thoughts Industry trends Promote events Share company page © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    21. 21. Demonstrate Expertise © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    22. 22. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    23. 23. Search People© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    24. 24. Search Companies © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    25. 25. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    26. 26. Go Deeper © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    27. 27. Opportunity© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    28. 28. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    29. 29. Big News! SunTrust Banks, Inc. : March 09, 2012 SunTrust Names Anil Cheriyan New Chief Information Officer ATLANTA, March 9, 2012/PRNewswire/ -- SunTrust Banks, Inc. (NYSE: STI) today announced that Anil Cheriyan has been named the Companys newChief Information Officer. He will join SunTrust on April 2, 2012, and report to Chairman and Chief Executive Officer William H. Rogers, Jr. Mr. Cheriyan succeeds Tim Sullivan, who has served as Chief Information Officer since 2003 and is retiring. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    30. 30. Agents in Use © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    31. 31. Company Watchlist: Daily Summary Alert © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    32. 32. Sponsor 84% of the time an executive will take a Use a credible meeting when someone sponsor within the client’s from inside their organization to organization (a credible help secure access sponsor) makes the introduction.Source: Selling to the C-Suite © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    33. 33. Referral A referral from outside the company will yield Use a referral (someone outside a meeting 44% of the the client’s organization), time. such as a consultant, business associate or friendSource: Selling to the C-Suite © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    34. 34. Before Engaging…Do Your Homework! © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012
    35. 35. Summing it all Up Plan Participate ProsperThe Game Has Changed…Adapt!
    36. 36. Are you ready to move theconversation forward?Contact us at (404) 949-0199Social Centered Selling LLC3500 Lenox Road, Suite 1500Atlanta, GA 30326Barbara Giamanco, President and Social Sales Strategistwww.linkedin.com/in/barbaragiamancowww.twitter.com/barbaragiamancowww.twitter.com/salessmartsKent Gregoire, Chief Executive and Sales Strategistwww.linkedin.com/in/kentgregoirewww.twitter.com/kentgregoire
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