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SOCIAL CENTERED SELLING
CONNECT, COLLABORATE, CLOSE!SCSSCS
Crack the Social Selling Code
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 2
Crack the Social Selling Code
CHAPTER 1: Why Social Selling 3
CHAPTER 2: Social Selling Framework 6
CHAPTER 3: Steps to Take Now 10
CHAPTER 4: Systemize 13
About Barbara Giamanco 14
Table of Contents
© 2014-2016, Barb Giamanco. All rights reserved.
No part of this book may be reproduced without written permission from the publisher.
Today’s seller recognizes that a better-informed and more
socially connected customer controls the buying process
Thanks to social networks and the Internet your prospects
begin the buying process without the involvement of sales 60%-
80% of the time.
Cold calling and spam emails have diminished in effectiveness,
with some 92% of buyers say that they merely “hit delete”
when the email or call comes from someone that they do not know. The days of canned pitches are
over! Your prospects expect sales people to understand their business and the challenges that they
face before suggesting solutions.
Sales people must evolve their sales practices to include the use of social media platforms like
LinkedIn, Twitter, Facebook, Blogging, Google+ and more as an integral part of their sales process.
But remember, technology does NOT replace great selling skills!
Social Selling is using social channels combined with traditional selling methods to network, prospect,
generate leads, demonstrate credibility and conduct sales call research.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 3
CHAPTER 1: Why Social Selling
In 2012, 72.6% of sales people
using social media as part of
their sales process outperformed
their sales peers and exceeded
quota 23% more often.
To crack the social selling code, you need three things:
Strategy
Skills
Execution
Many sales organizations are jumping straight to tactics, or they are leaving things in the hands of
sales people to wing it on their own. Tactics are important but without the roadmap to direct them, you
leave your sales teams wide open to trouble.
Using LinkedIn and other social channels can greatly increase sales performance provided each sales
person customizes their message for each prospect and adapts their sales approach to meet the
expectations of today’s buyer.
If all sales people do is use LinkedIn (or any other social channel) as a megaphone to ”broadcast” a
generic sales pitch out to the masses, the point of how social selling can work to increase leads in the
pipeline and close deals has been missed.
In response to a different kind of buyer, a new selling mindset and change in selling behavior is a must.
You cannot slap new technology on outdated sales approaches and expect to win. Adopting a social
selling mindset means change.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 4
CHAPTER 1: Why Social Selling
The rub is that change is difficult, and there are NO SHORT CUTS to getting there.
The good news is that when you invest the time to create your strategy, develop your skills and
execute consistently, you will see sales results.
54% of survey respondents have tracked their social media usage back to closed deals.
Of them 40% have closed more than one deal (2-5)
10.8% have closed more than 5 deals using social media!
Source: Social Media and Sales Quota report published by Social Centered Selling and A Sales Guy
Consulting
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 5
CHAPTER 1: Why Social Selling
Success with social selling does not happen by accident. Like most things in business, you need to
follow an organized approach consistently to achieve the results you want. Using our Social Selling
Framework, you can greatly increase your odds of success. Neglect to invest the time and suffer
mixed results, if you get any at all.
As was mentioned in the introduction, a Social Selling Framework breaks down into three main
components: Strategy, Skills and Execution.
Often, people get themselves into trouble when they skip one or more of the steps. Or, they take them
out of order.
Now, let’s take a look at the steps in the framework and how they all fit together to help guide you in
creating the sales success you want.
There are no short cuts to sales success and integrating social media into your sales process is no
different.
Everything hinges on your strategy, and yes, it is tempting to skip this step. But don’t do it! You may be
thinking that there isn’t time to create a strategy; you need more sales now. Make time. If you want
different sales results, you need to do things differently.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 6
CHAPTER 2: Social Selling Framework
STEP 1: STRATEGY
If you want awesome sales results, you need to start here. In this planning phase, you will answer key
questions, such as:
Are our sales and marketing goals aligned?
Who is our target audience? What do they care about?
What social channels are our prospects likely to use?
How will we track social interactions and nurture leads?
Do we have a process for capturing opportunities that come from non-traditional sources like
Twitter?
What are we known for and how will we communicate our message?
What are the right social networking platforms for our sales people to use?
Do our people have the right sales and technology skills?
What training is needed?
How do we define social selling success?
What will we monitor, measure and track?
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 7
CHAPTER 2: Social Selling Framework
STEP 2: SKILLS
Sales people need a combination of great sales skills and the ability to use technology effectively to
support sales goals. Today’s buyer looks a lot different than they did just 10 years ago. Whether you
are an individual sales contributor or you run a sales team, you need to be prepared!
In this step, you must honestly assess the people Sales and Technology skills and determine what
type of training is needed.
When it comes to selling, what areas need help?
Networking effectively
Prospecting
Qualifying opportunities
Planning for sales calls
Presenting your solution
Negotiating terms
Closing deals
What about the technology? Do you understand what platforms like LinkedIn, Twitter and Facebook
are designed to do or how and when a buyer is likely to engage there? Don’t assume a great profile or
clicking on a few buttons will lead to sales results. More likely, it will only lead to sales frustration.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 8
CHAPTER 2: Social Selling Framework
STEP 3: EXECUTION
This is the final phase of the Social Selling Framework. Here is where everything is pulled together.
Think of execution as implementing on the strategy consistently and persistently. That requires
disciplined behavior – making sure that sales people are engaging in the right activities consistently
and using technology in the right way.
Sales people represent the company brand and how they choose to represent themselves online will
make a big difference in success or failure.
Consistent participation generates the visibility needed to demonstrate credibility and thought
leadership, in advance of sales opportunities.
Sales people need to follow a daily process of using social to help them generate new leads, reach
decision makers fast, differentiate themselves from competitors, present solutions at the right time,
demonstrate business acumen, and secure those meetings quickly. The end goal is closed deals. The
process matters!
Sales leaders will need to diligently monitor and measure the effective execution of sales activities,
which includes constantly evaluating the sales and technology skills of their people and providing the
ongoing training, coaching and support that they need to succeed.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 9
CHAPTER 2: Social Selling Framework
Lao-tzu, a very wise Chinese philosopher said that, “The journey of a thousand miles begins with a
single step.”
I’ve given you the steps to take but knowledge without action is useless. It is time to accept that letting
your sales people sell as they have always sold will lead to diminishing returns. There will never be a
GOOD time for you to do the necessary work. You might as well just get going!
Strategy – Skills - Execution
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 10
CHAPTER 3: Steps to Take Now
Create your plan
Define the buyer
Determine what you want to accomplish
Create specific goals
Establish metrics
Determine strategies
Define the tasks, tactics and timeline
Determine your message
What is your brand promise?
How are you different?
What content will you create and curate?
Will you use other people’s content? Whose?
Assess sales and social media skills
What training is needed?
Create a plan to get there
Establish a schedule of ongoing reinforcement
Measure and track results
Determine the technology that best fits
Will you use LinkedIn, Twitter, Facebook or a
combination?
Does your buyer engage in these platforms?
As an expert in your field, you would not recommend that your clients try to do everything on their
own. Neither do we. For the past 7-years, we’ve helped our clients become social sellers through
strategic planning, advisory services, online classes, training guides and templates.
Here are a few of the ways that we can help your team become the Social Selling Rock Stars you want
them to be:
Executive Advisory – if you think digital, social or mobile is about age, then you haven’t met
Generation Connected aka Generation C. We counsel sales leaders on what’s happening in the world
of Social Selling.
Social Selling Strategic Consulting – the marketing department doesn’t own it and leaders cannot
abdicate their responsibility for understanding how this new world works. And before you hire a
training company, make sure you have a planned approach to ensuring that learning sticks.
Custom Solutions – your Sales, Marketing and Service folks need to think differently, behave
differently and approach their day to day business responsibilities…differently. They need guidance,
training and support.
Peer to Peer Advisory groups – these small intact, mentoring teams will meet monthly to talk
specifically about how to implement, monitor and measure Social Selling effectiveness.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 11
CHAPTER 3: Steps to Take Now
The numbers tell a great story! Learn who
weighed in, the sales results achieved, who they
sell too and what size quota’s they carry.
And…
Top reasons that sales people are using
social media.
The time investment is less than you think.
Ignoring the use of social media to sell is
dangerous.
Lack of training isn’t an excuse for not
jumping in.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 12
CHAPTER 3: Steps to Take Now
Download Here:
www.scs-connect.com
Don’t use time as an excuse for not making sure that social media is integrated in your sales teams
sales process. It starts with strategy, making sure your people have the right sales and technology
skills and then they must execute daily.
Earlier, I said there are no short cuts to using social media to create new sales opportunities and
really…there aren’t!
Everything hinges on creating a strategy and then ensuring that the strategy is executed on
consistently.
Your sales people need to be trained and don’t assume they know what to do daily. As a sales leader,
you must pay close attention to what your sales people are saying and doing online – that includes
email and the phone, as well as in social networks. Technology enables your process but will not
substitute for poor messaging or inadequate selling skills.
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 13
CHAPTER 4: Systemize
What can sales people do daily?
Post a status update on LinkedIn or a Tweet
on Twitter
Answer a question in a LinkedIn group
Share a white paper, case study or
presentation
Research 5 prospects on LinkedIn before
calling them
Invite people to their network that they met
recently
Bonus:
Make a recommendation
Endorse someone’s skills
Share a new eBook produced by a prospect
Comment on an influencer blog
Write an article
Barbara Giamanco is the co-author of The New Handshake:
Sales Meets Social Media, the first book written on social
selling.
She is the author of the Harvard Business Review article Tweet
Me, Friend Me, Make Me Buy, and her first of its kind research
report: Social Media and Sales Quota prove the measurable
return-on-investment when using social media to sell.
Barb is known internationally as a Social Selling Thought
Leader. As a result, she is a sought after Social Selling
Strategist, Speaker and Facilitator who works with Sales and
Marketing teams to achieve sales results.
Barb 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.
To learn more visit www.scs-connect.com Phone: 404-647-4925
Connect with us:
http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 14
About Barbara Giamanco
BARB GIAMANCO

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Crack the Social Selling Code

  • 1. SOCIAL CENTERED SELLING CONNECT, COLLABORATE, CLOSE!SCSSCS Crack the Social Selling Code
  • 2. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 2 Crack the Social Selling Code CHAPTER 1: Why Social Selling 3 CHAPTER 2: Social Selling Framework 6 CHAPTER 3: Steps to Take Now 10 CHAPTER 4: Systemize 13 About Barbara Giamanco 14 Table of Contents © 2014-2016, Barb Giamanco. All rights reserved. No part of this book may be reproduced without written permission from the publisher.
  • 3. Today’s seller recognizes that a better-informed and more socially connected customer controls the buying process Thanks to social networks and the Internet your prospects begin the buying process without the involvement of sales 60%- 80% of the time. Cold calling and spam emails have diminished in effectiveness, with some 92% of buyers say that they merely “hit delete” when the email or call comes from someone that they do not know. The days of canned pitches are over! Your prospects expect sales people to understand their business and the challenges that they face before suggesting solutions. Sales people must evolve their sales practices to include the use of social media platforms like LinkedIn, Twitter, Facebook, Blogging, Google+ and more as an integral part of their sales process. But remember, technology does NOT replace great selling skills! Social Selling is using social channels combined with traditional selling methods to network, prospect, generate leads, demonstrate credibility and conduct sales call research. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 3 CHAPTER 1: Why Social Selling In 2012, 72.6% of sales people using social media as part of their sales process outperformed their sales peers and exceeded quota 23% more often.
  • 4. To crack the social selling code, you need three things: Strategy Skills Execution Many sales organizations are jumping straight to tactics, or they are leaving things in the hands of sales people to wing it on their own. Tactics are important but without the roadmap to direct them, you leave your sales teams wide open to trouble. Using LinkedIn and other social channels can greatly increase sales performance provided each sales person customizes their message for each prospect and adapts their sales approach to meet the expectations of today’s buyer. If all sales people do is use LinkedIn (or any other social channel) as a megaphone to ”broadcast” a generic sales pitch out to the masses, the point of how social selling can work to increase leads in the pipeline and close deals has been missed. In response to a different kind of buyer, a new selling mindset and change in selling behavior is a must. You cannot slap new technology on outdated sales approaches and expect to win. Adopting a social selling mindset means change. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 4 CHAPTER 1: Why Social Selling
  • 5. The rub is that change is difficult, and there are NO SHORT CUTS to getting there. The good news is that when you invest the time to create your strategy, develop your skills and execute consistently, you will see sales results. 54% of survey respondents have tracked their social media usage back to closed deals. Of them 40% have closed more than one deal (2-5) 10.8% have closed more than 5 deals using social media! Source: Social Media and Sales Quota report published by Social Centered Selling and A Sales Guy Consulting http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 5 CHAPTER 1: Why Social Selling
  • 6. Success with social selling does not happen by accident. Like most things in business, you need to follow an organized approach consistently to achieve the results you want. Using our Social Selling Framework, you can greatly increase your odds of success. Neglect to invest the time and suffer mixed results, if you get any at all. As was mentioned in the introduction, a Social Selling Framework breaks down into three main components: Strategy, Skills and Execution. Often, people get themselves into trouble when they skip one or more of the steps. Or, they take them out of order. Now, let’s take a look at the steps in the framework and how they all fit together to help guide you in creating the sales success you want. There are no short cuts to sales success and integrating social media into your sales process is no different. Everything hinges on your strategy, and yes, it is tempting to skip this step. But don’t do it! You may be thinking that there isn’t time to create a strategy; you need more sales now. Make time. If you want different sales results, you need to do things differently. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 6 CHAPTER 2: Social Selling Framework
  • 7. STEP 1: STRATEGY If you want awesome sales results, you need to start here. In this planning phase, you will answer key questions, such as: Are our sales and marketing goals aligned? Who is our target audience? What do they care about? What social channels are our prospects likely to use? How will we track social interactions and nurture leads? Do we have a process for capturing opportunities that come from non-traditional sources like Twitter? What are we known for and how will we communicate our message? What are the right social networking platforms for our sales people to use? Do our people have the right sales and technology skills? What training is needed? How do we define social selling success? What will we monitor, measure and track? http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 7 CHAPTER 2: Social Selling Framework
  • 8. STEP 2: SKILLS Sales people need a combination of great sales skills and the ability to use technology effectively to support sales goals. Today’s buyer looks a lot different than they did just 10 years ago. Whether you are an individual sales contributor or you run a sales team, you need to be prepared! In this step, you must honestly assess the people Sales and Technology skills and determine what type of training is needed. When it comes to selling, what areas need help? Networking effectively Prospecting Qualifying opportunities Planning for sales calls Presenting your solution Negotiating terms Closing deals What about the technology? Do you understand what platforms like LinkedIn, Twitter and Facebook are designed to do or how and when a buyer is likely to engage there? Don’t assume a great profile or clicking on a few buttons will lead to sales results. More likely, it will only lead to sales frustration. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 8 CHAPTER 2: Social Selling Framework
  • 9. STEP 3: EXECUTION This is the final phase of the Social Selling Framework. Here is where everything is pulled together. Think of execution as implementing on the strategy consistently and persistently. That requires disciplined behavior – making sure that sales people are engaging in the right activities consistently and using technology in the right way. Sales people represent the company brand and how they choose to represent themselves online will make a big difference in success or failure. Consistent participation generates the visibility needed to demonstrate credibility and thought leadership, in advance of sales opportunities. Sales people need to follow a daily process of using social to help them generate new leads, reach decision makers fast, differentiate themselves from competitors, present solutions at the right time, demonstrate business acumen, and secure those meetings quickly. The end goal is closed deals. The process matters! Sales leaders will need to diligently monitor and measure the effective execution of sales activities, which includes constantly evaluating the sales and technology skills of their people and providing the ongoing training, coaching and support that they need to succeed. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 9 CHAPTER 2: Social Selling Framework
  • 10. Lao-tzu, a very wise Chinese philosopher said that, “The journey of a thousand miles begins with a single step.” I’ve given you the steps to take but knowledge without action is useless. It is time to accept that letting your sales people sell as they have always sold will lead to diminishing returns. There will never be a GOOD time for you to do the necessary work. You might as well just get going! Strategy – Skills - Execution http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 10 CHAPTER 3: Steps to Take Now Create your plan Define the buyer Determine what you want to accomplish Create specific goals Establish metrics Determine strategies Define the tasks, tactics and timeline Determine your message What is your brand promise? How are you different? What content will you create and curate? Will you use other people’s content? Whose? Assess sales and social media skills What training is needed? Create a plan to get there Establish a schedule of ongoing reinforcement Measure and track results Determine the technology that best fits Will you use LinkedIn, Twitter, Facebook or a combination? Does your buyer engage in these platforms?
  • 11. As an expert in your field, you would not recommend that your clients try to do everything on their own. Neither do we. For the past 7-years, we’ve helped our clients become social sellers through strategic planning, advisory services, online classes, training guides and templates. Here are a few of the ways that we can help your team become the Social Selling Rock Stars you want them to be: Executive Advisory – if you think digital, social or mobile is about age, then you haven’t met Generation Connected aka Generation C. We counsel sales leaders on what’s happening in the world of Social Selling. Social Selling Strategic Consulting – the marketing department doesn’t own it and leaders cannot abdicate their responsibility for understanding how this new world works. And before you hire a training company, make sure you have a planned approach to ensuring that learning sticks. Custom Solutions – your Sales, Marketing and Service folks need to think differently, behave differently and approach their day to day business responsibilities…differently. They need guidance, training and support. Peer to Peer Advisory groups – these small intact, mentoring teams will meet monthly to talk specifically about how to implement, monitor and measure Social Selling effectiveness. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 11 CHAPTER 3: Steps to Take Now
  • 12. The numbers tell a great story! Learn who weighed in, the sales results achieved, who they sell too and what size quota’s they carry. And… Top reasons that sales people are using social media. The time investment is less than you think. Ignoring the use of social media to sell is dangerous. Lack of training isn’t an excuse for not jumping in. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 12 CHAPTER 3: Steps to Take Now Download Here: www.scs-connect.com
  • 13. Don’t use time as an excuse for not making sure that social media is integrated in your sales teams sales process. It starts with strategy, making sure your people have the right sales and technology skills and then they must execute daily. Earlier, I said there are no short cuts to using social media to create new sales opportunities and really…there aren’t! Everything hinges on creating a strategy and then ensuring that the strategy is executed on consistently. Your sales people need to be trained and don’t assume they know what to do daily. As a sales leader, you must pay close attention to what your sales people are saying and doing online – that includes email and the phone, as well as in social networks. Technology enables your process but will not substitute for poor messaging or inadequate selling skills. http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 13 CHAPTER 4: Systemize What can sales people do daily? Post a status update on LinkedIn or a Tweet on Twitter Answer a question in a LinkedIn group Share a white paper, case study or presentation Research 5 prospects on LinkedIn before calling them Invite people to their network that they met recently Bonus: Make a recommendation Endorse someone’s skills Share a new eBook produced by a prospect Comment on an influencer blog Write an article
  • 14. Barbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media, the first book written on social selling. She is the author of the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy, and her first of its kind research report: Social Media and Sales Quota prove the measurable return-on-investment when using social media to sell. Barb is known internationally as a Social Selling Thought Leader. As a result, she is a sought after Social Selling Strategist, Speaker and Facilitator who works with Sales and Marketing teams to achieve sales results. Barb 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. To learn more visit www.scs-connect.com Phone: 404-647-4925 Connect with us: http://scs-connect.com/ 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 404-647-4925 14 About Barbara Giamanco BARB GIAMANCO