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ESMA – June 20, 2016
Barbara Giamanco
Sales and Social Selling Author|Speaker|Advisor
After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. She carried a
bag, managed corporate sales teams, busted quota through the years selling to multiple customer types:
enterprise, mid-market, small medium business, distributors, retailers, and channel partner customers. She has
spent the last 10 years learning what works and what doesn’t when implementing social media as part of a
business and sales strategy.
With successful C-level background in Sales, Technology and Leadership Development, Barb’s experience speaks
for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives.
Through the years she has sold $1B in sales.
Barb’s book, The New Handshake: Sales Meets Social Media is the first book written about social selling. You
might also enjoy her Harvard Business Review article Tweet Me, Friend Me, Make Me Buy.
Barb is consistently recognized as a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter and
one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row.
@barbaragiamanco @salessmarts #socialselling
Sales disruption
90% of decision makers say they
NEVER respond to cold outreach
82% of prospects can be REACHED
via social networks.
75% of B2B buyers use social media
to RESEARCH vendors
57% of the buying journey happens
BEFORE a sales rep is involved
Sources: CEB, Harvard Business Review, comScore, IDC
Today’s C-Suite buyers are digitally connected
84% of C-Suite executives said they
use social media to make buying
decisions
They leverage social networks to
support their buying decisions
The average B2B buyer who uses
social media for buying support…
 Is more senior
 Manages a larger budget
 Purchases more frequently
 Has a greater span of buying
control than buyers not using
social media
Source: IDC Social Buying Study, February, 2014
Executive involvement in the buying cycle
Front end…
• Understand current issues
• Establish objectives
• Set the strategy
Back end…
• Plan implementation
• Measure results
Generic pitches don’t work
Broadcast messaging isn’t working
and doing demo’s isn’t selling!
72% of decision makers say the sales rep’s ability to help SOLVE
business objectives is a major influence on their buying decision
To reach executives, sales
behavior must change
That change includes…
A change in mindset and the
use of social channels
combined with traditional
selling methods to expand
networks, develop
relationships, reach
executives, build pipeline
and generate sales
opportunities.
Let’s talk about why social selling can fail to produce results
It all starts with a strategy
Build your personal brand
Relevance of LinkedIn
Key Finding: 63% of C-Suite Buyers
used LinkedIn to support their
purchase process within the
past 12 months!
Source: IDC Social Buying Study, February, 2014
Pull people to you
Create value with relevant,
educational content
Challenge status quo
Demonstrate how you solve
problems
Generate leads
How Twitter fits
No barrier to talking to an executive
Worldwide repository of information
Expanded influence
Informed sellers
“The greatest inhibitor to sales
effectiveness is the inability to
communicate a value message.”
--SiriusDecisions
Engage executives at the right time
and with the right message!
Watch for early stage buying signals
Business problem questions
Frustrated with a competitor’s
solution
Leadership changes
New initiative announcements
Mergers and acquisitions
Typical sales email guaranteed to be deleted
Hi Barbara,
Last week we hosted a webinar on sales training, and I see you
attended. We’ve been helping companies in all industries and sizes do
the following.
• hold reps and managers more accountable
• allow for a structured learning/training path which is consistent
amongst all of your sales reps and new hires
• be proactive in your trainings, versus reactive
• shorten the ramp up time and effectiveness of your sales team
For a brief demo I encourage you to view the presentation below.
Should we talk?
Engage with relevance
"Why You“ - I'm sharing (this article) with you because I thought
of you when I read it. Here's are two reasons I think you’ll find it a
benefit to read.
"Why You Now!“ - Article context - Here's how I use this
information as a resource for business leaders like you.
“Call-to-action” - Propose 2 defined dates and times for a next
step. Not a yes or no, but...
"On Monday, August 3 at 1 p.m. or Tuesday, August 4 at 2 p.m. I'm free to talk
further about XXXX best practices. Which date and time is best for a quick
discussion?"
Know before you go
Executives don’t want to educate
you about their business
Show you understand their
business and their challenges
Articulate the problem you solve
Steps to implement now
Create your plan
Improve your social presence
Tailor your messaging
Share value packed content
Build social proof
Measure and track activities
Social Selling to the C-Suite is a fast-paced, one-
day workshop that helps professional
salespeople integrate the use of social selling
skills and business intelligence tools into the
sales process to develop, maintain and
leverage relationships with C-Suite executives.
Go deeper with our workshop
Workshop focus
Activity-rich - 70+% of time is spent on activities
based on the salesperson’s environment
Street-level content that your sales teams will
use immediately
Oriented towards the specific sales environments
of the participants
Uses your salespeople’s profiles, social media
content and live sales situations so that they
leave with updated profiles and content
Contact us to learn more
Barbara Giamanco
404-647-4925
www.scs-connect.com
www.barbaragiamanco.com
www.linkedin.com/in/barbaragiamanco
www.twitter.com/barbaragiamanco
(c) 2015-2016 Social Centered Selling Do not reproduce without permission. All images licensed through iStockPhoto or Free Images.com
Steve Bistritz
404-256-1801
www.sellxl.com
www.linkedin.com/in/stevebistritz

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ESMA – June 20, 2016 Social Selling Strategies

  • 1. ESMA – June 20, 2016
  • 2. Barbara Giamanco Sales and Social Selling Author|Speaker|Advisor After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. She carried a bag, managed corporate sales teams, busted quota through the years selling to multiple customer types: enterprise, mid-market, small medium business, distributors, retailers, and channel partner customers. She has spent the last 10 years learning what works and what doesn’t when implementing social media as part of a business and sales strategy. With successful C-level background in Sales, Technology and Leadership Development, Barb’s experience speaks for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives. Through the years she has sold $1B in sales. Barb’s book, The New Handshake: Sales Meets Social Media is the first book written about social selling. You might also enjoy her Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. Barb is consistently recognized as a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter and one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row. @barbaragiamanco @salessmarts #socialselling
  • 3. Sales disruption 90% of decision makers say they NEVER respond to cold outreach 82% of prospects can be REACHED via social networks. 75% of B2B buyers use social media to RESEARCH vendors 57% of the buying journey happens BEFORE a sales rep is involved Sources: CEB, Harvard Business Review, comScore, IDC
  • 4. Today’s C-Suite buyers are digitally connected 84% of C-Suite executives said they use social media to make buying decisions They leverage social networks to support their buying decisions The average B2B buyer who uses social media for buying support…  Is more senior  Manages a larger budget  Purchases more frequently  Has a greater span of buying control than buyers not using social media Source: IDC Social Buying Study, February, 2014
  • 5. Executive involvement in the buying cycle Front end… • Understand current issues • Establish objectives • Set the strategy Back end… • Plan implementation • Measure results
  • 6. Generic pitches don’t work Broadcast messaging isn’t working and doing demo’s isn’t selling!
  • 7. 72% of decision makers say the sales rep’s ability to help SOLVE business objectives is a major influence on their buying decision
  • 8. To reach executives, sales behavior must change
  • 9. That change includes… A change in mindset and the use of social channels combined with traditional selling methods to expand networks, develop relationships, reach executives, build pipeline and generate sales opportunities.
  • 10. Let’s talk about why social selling can fail to produce results
  • 11. It all starts with a strategy
  • 13. Relevance of LinkedIn Key Finding: 63% of C-Suite Buyers used LinkedIn to support their purchase process within the past 12 months! Source: IDC Social Buying Study, February, 2014
  • 14. Pull people to you Create value with relevant, educational content Challenge status quo Demonstrate how you solve problems
  • 16. How Twitter fits No barrier to talking to an executive Worldwide repository of information Expanded influence
  • 18. “The greatest inhibitor to sales effectiveness is the inability to communicate a value message.” --SiriusDecisions
  • 19. Engage executives at the right time and with the right message!
  • 20. Watch for early stage buying signals Business problem questions Frustrated with a competitor’s solution Leadership changes New initiative announcements Mergers and acquisitions
  • 21. Typical sales email guaranteed to be deleted Hi Barbara, Last week we hosted a webinar on sales training, and I see you attended. We’ve been helping companies in all industries and sizes do the following. • hold reps and managers more accountable • allow for a structured learning/training path which is consistent amongst all of your sales reps and new hires • be proactive in your trainings, versus reactive • shorten the ramp up time and effectiveness of your sales team For a brief demo I encourage you to view the presentation below. Should we talk?
  • 22. Engage with relevance "Why You“ - I'm sharing (this article) with you because I thought of you when I read it. Here's are two reasons I think you’ll find it a benefit to read. "Why You Now!“ - Article context - Here's how I use this information as a resource for business leaders like you. “Call-to-action” - Propose 2 defined dates and times for a next step. Not a yes or no, but... "On Monday, August 3 at 1 p.m. or Tuesday, August 4 at 2 p.m. I'm free to talk further about XXXX best practices. Which date and time is best for a quick discussion?"
  • 23. Know before you go Executives don’t want to educate you about their business Show you understand their business and their challenges Articulate the problem you solve
  • 24.
  • 25. Steps to implement now Create your plan Improve your social presence Tailor your messaging Share value packed content Build social proof Measure and track activities
  • 26. Social Selling to the C-Suite is a fast-paced, one- day workshop that helps professional salespeople integrate the use of social selling skills and business intelligence tools into the sales process to develop, maintain and leverage relationships with C-Suite executives. Go deeper with our workshop
  • 27. Workshop focus Activity-rich - 70+% of time is spent on activities based on the salesperson’s environment Street-level content that your sales teams will use immediately Oriented towards the specific sales environments of the participants Uses your salespeople’s profiles, social media content and live sales situations so that they leave with updated profiles and content
  • 28. Contact us to learn more Barbara Giamanco 404-647-4925 www.scs-connect.com www.barbaragiamanco.com www.linkedin.com/in/barbaragiamanco www.twitter.com/barbaragiamanco (c) 2015-2016 Social Centered Selling Do not reproduce without permission. All images licensed through iStockPhoto or Free Images.com Steve Bistritz 404-256-1801 www.sellxl.com www.linkedin.com/in/stevebistritz