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The eFactor…
Why Customer Experience Is The Big Thing In Sales
Barbara Giamanco, Social Centered Selling
@barbaragiamanco #custexp #socialselling
@barbaragiamanco @salessmarts #socialselling
86% of buyers will pay MORE for a great
customer experience, but only 1% feel that
vendors actually deliver. –CEI Survey
“While time is scarce,
trust and confidence
can be even rarer.
Buyers making high-
impact decisions will
gravitate toward
methods that make
confidence building
easier.”
This
approach
does not
instill
confidence!
SiriusDecisions reported that…
“According to sales management, the
salesperson’s ability or inability to
communicate value messages is the biggest
inhibitor keeping salespeople from achieving
quota.”
Source: 2012 International Data Corporation Survey
57% of the buying
process happens
before sales gets
involved. - CEB
59% engaged peers facing similar challenges
37% posted questions on social networking sites
41% researched postings from thought leaders
20% connected directly with providers via social networks
Source: InsideView, New Age of Selling white paper - Microsoft
Plan Learn Execute
Watch for signals
How you sell is more
important than what you
sell!
Don’t be this guy…ditch
the pitch.
0%
2%
4%
6%
8%
10%
12%
14%
First Choice Second Choice Third Choice
Scrap the corporate history lesson!
www.linkedin.com/in/barbaragiamanco
www.twitter.com/barbaragiamanco
barbara.giamanco@scs-connect.com
Website: www.scs-connect.com
Blog: www.barbaragiamanco.com

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eFactor: Why Customer Experience is the Next Big Thing in Sales

Editor's Notes

  1. “Engaging in social channels is a key to becoming a sales leader in your industry.” -The Aberdeen Group
  2. Brand yourself Cultivate referrals Participate in groups Pay attention to who’s viewed your profile Follow and share prospects posts or tweets Mention them Follow/share their content
  3. Viewed your profile Content they shared Followed you on Twitter Shared your content Business alerts Re-tweeted you Commented on a post
  4. This nonsensical email is filled with jargon, buzz words and lacks any clarity as to the value this seller can bring to my business. I have a picture in my mind of what a sales meeting with him would look like and it’s not pretty. When crafting sales messaging, keep these tips in mind: Know your audience. Make the message personalized, focused and relevant. Skip the jargon and buzz words. Include metrics to support success stories. Get another perspective before sending the email or presenting your story.
  5. by sending thank you notes, share knowledge freely, facilitate exchange between peers or provide referrals, and rarely ask for favors