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Selling is Social and Buyer 2.0 Controls the Conversation                   SMEI – April 4, 2012      @barbaragiamanco #ne...
About Barb                              Social Centered Selling President and                               Social Sales S...
Let’s Talk About A new type of  B2B buyer Sales needs to “ditch the pitch” Using social to drive revenue Strategy behi...
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...
©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Sales is Often                                        Disconnected©2012 Social Centered Selling | connect. collaborate. cl...
“Whatever sales approach used to work doesn’t work anymore.  Scripts and canned speeches about features and benefits fall ...
Ditch the pitch!©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Use Social to Connect on a Personal Level           ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/...
 Networking Business intelligence Visibility  Credibility Building Leads                ©2012 Social Centered Selling...
©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Success Requires…                                                                       Business                          ...
And… Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track                ©2...
Getting Started
Are You Compelling?        ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Can Your Prospect Find You?         ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Engage with Content©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Be Visible – Share Updates News Highlight others Your thoughts Industry trends Promote events Share company page    ...
Demonstrate Expertise          ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Search People©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Search Companies       ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Go Deeper       ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Opportunity©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Big News!                 SunTrust Banks, Inc. : March 09, 2012       SunTrust Names Anil Cheriyan New Chief Information O...
Agents in Use        ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Company Watchlist: Daily Summary Alert           ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2...
Sponsor                             84% of the time an                                                 executive will take...
Referral     A referral from outside      the company will yield                                                          ...
Before Engaging…Do Your Homework!        ©2012 Social Centered Selling, LLC | connect. collaborate. close!   4/4/2012
Summing it all Up  Plan             Participate                              ProsperThe Game Has Changed…Adapt!
Are you ready to move the conversation forward?Contact us at (404) 949‐0199Social Centered Selling LLC3500 Lenox Road, Sui...
Selling is Social
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Selling is Social

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Selling is Social and Buyer 2.0 Controls the Conversation by Barbara Giamanco

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  1. 1. Selling is Social and Buyer 2.0 Controls the Conversation SMEI – April 4, 2012 @barbaragiamanco #newhandshake #socialsellxl
  2. 2. About Barb Social Centered Selling President and  Social Sales Strategist , Barbara  Giamanco is the co‐author of The New  Handshake: Sales Meets Social  Media. 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. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  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 ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
  4. 4. Buyers complete 80% of the buying  cycle before interacting with sales. —Source: HBR, Gartner ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  5. 5.  Leverages the social web Does their own research Owns the buying process Is impatient Avoids risk Expects immediate value Today’s Buyer ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
  6. 6. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  7. 7. Sales is Often  Disconnected©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
  8. 8. “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 ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  9. 9. Ditch the pitch!©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  10. 10. Use Social to Connect on a Personal Level ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  11. 11.  Networking Business intelligence Visibility  Credibility Building Leads ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  12. 12. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  13. 13. Success Requires… Business Acumen Social  People  Media  Skills Savvy Sales Skills ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
  14. 14. And… Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  15. 15. Getting Started
  16. 16. Are You Compelling? ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  17. 17. Can Your Prospect Find You? ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  18. 18. Engage with Content©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  19. 19. Be Visible – Share Updates News Highlight others Your thoughts Industry trends Promote events Share company page ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  20. 20. Demonstrate Expertise ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  21. 21. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  22. 22. Search People©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  23. 23. Search Companies ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  24. 24. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  25. 25. Go Deeper ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  26. 26. Opportunity©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  27. 27. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  28. 28. 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 new Chief 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. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  29. 29. Agents in Use ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  30. 30. Company Watchlist: Daily Summary Alert ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  31. 31. 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 ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  32. 32. 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 ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  33. 33. Before Engaging…Do Your Homework! ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  34. 34. Summing it all Up Plan Participate ProsperThe Game Has Changed…Adapt!
  35. 35. Are you ready to move the conversation 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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