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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 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
Why salespeople lose deals
Pitching features
Lack of access to the C-Suite
No understanding of the
executives business
Ineffective messaging and
approach
Lack of an internal sponsor
To reach executives, sales
behavior must change
It all starts with a strategy
Executive sponsor from sales and
marketing organizations
Connected sales and marketing
Access to tools and training
Scorecards and incentives
Keys to social selling program success
Break down silos
Sales
Sales
enablement
Marketing
Leadership commitment and accountability
Adoption plan and ongoing commitment to learning
Community, content, conversion
Build your personal brand
Create visibility, build trust and
demonstrate credibility and
capability.
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 people
Unlimited repository of information
Expanded influence
Lead generator
Credibility builder
Informed sellers
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
Steps to implement now
Create your plan
Tailor your messaging
Improve your social presence
Share value packed content
Build social proof
Measure and track activities
Let’s connect
Barbara Giamanco, Sales and Social Selling Advisor
+1-404-647-4925
barbara.giamanco@scs-connect.com
www.linkedin.com/in/barbaragiamanco
www.twitter.com/barbaragiamanco
227 Sandy Springs Place
Suite #D333
Atlanta, GA 30328
Website: www.scs-connect.com
Blog: www.barbaragiamanco.com
(c) 2015-2016 Social Centered Selling Do not reproduce without permission. All images licensed through iStockPhoto or Free Images.com
Social Selling to the C-Suite - Top Sales World Auditorium
Social Selling to the C-Suite - Top Sales World Auditorium

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Social Selling to the C-Suite - Top Sales World Auditorium

  • 1.
  • 2.
  • 3. 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
  • 4. 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
  • 5. Today’s C-Suite buyers 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
  • 6. Executive involvement in the buying cycle Front end… • Understand current issues • Establish objectives • Set the strategy Back end… • Plan implementation • Measure results
  • 7. Why salespeople lose deals Pitching features Lack of access to the C-Suite No understanding of the executives business Ineffective messaging and approach Lack of an internal sponsor
  • 8. To reach executives, sales behavior must change
  • 9.
  • 10. It all starts with a strategy
  • 11. Executive sponsor from sales and marketing organizations Connected sales and marketing Access to tools and training Scorecards and incentives Keys to social selling program success
  • 12. Break down silos Sales Sales enablement Marketing Leadership commitment and accountability Adoption plan and ongoing commitment to learning Community, content, conversion
  • 13.
  • 15. Create visibility, build trust and demonstrate credibility and capability.
  • 16. Pull people to you Create value with relevant, educational content Challenge status quo Demonstrate how you solve problems
  • 18. How Twitter fits No barrier to talking to people Unlimited repository of information Expanded influence Lead generator Credibility builder
  • 20. Engage executives at the right time and with the right message!
  • 21. Watch for early stage buying signals Business problem questions Frustrated with a competitor’s solution Leadership changes New initiative announcements Mergers and acquisitions
  • 22.
  • 23. Steps to implement now Create your plan Tailor your messaging Improve your social presence Share value packed content Build social proof Measure and track activities
  • 24. Let’s connect Barbara Giamanco, Sales and Social Selling Advisor +1-404-647-4925 barbara.giamanco@scs-connect.com www.linkedin.com/in/barbaragiamanco www.twitter.com/barbaragiamanco 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 Website: www.scs-connect.com Blog: www.barbaragiamanco.com (c) 2015-2016 Social Centered Selling Do not reproduce without permission. All images licensed through iStockPhoto or Free Images.com