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

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

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  • 1. Selling is Social and Buyer 2.0 Controls the Conversation SMEI – April 4, 2012 @barbaragiamanco #newhandshake #socialsellxl
  • 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. 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. 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.  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. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 7. Sales is Often  Disconnected©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
  • 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 ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 9. Ditch the pitch!©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 10. Use Social to Connect on a Personal Level ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 11.  Networking Business intelligence Visibility  Credibility Building Leads ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 12. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 13. Success Requires… Business Acumen Social  People  Media  Skills Savvy Sales Skills ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
  • 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. Getting Started
  • 16. Are You Compelling? ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 17. Can Your Prospect Find You? ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 18. Engage with Content©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 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. Demonstrate Expertise ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 21. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 22. Search People©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 23. Search Companies ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 24. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 25. Go Deeper ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 26. Opportunity©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 27. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 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. Agents in Use ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 30. Company Watchlist: Daily Summary Alert ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 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. 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. Before Engaging…Do Your Homework! ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
  • 34. Summing it all Up Plan Participate ProsperThe Game Has Changed…Adapt!
  • 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 Gregoire, Chief Executive and Sales