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


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Presented at the Top Sales World Auditorium at the Sales Innovation Expo in London. May 2016. Do you know how to reach the C-Suite using methods other than cold calls or cold emails?

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

  1. 1. 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
  2. 2. 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
  3. 3. 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
  4. 4. Executive involvement in the buying cycle Front end… • Understand current issues • Establish objectives • Set the strategy Back end… • Plan implementation • Measure results
  5. 5. 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
  6. 6. To reach executives, sales behavior must change
  7. 7. It all starts with a strategy
  8. 8. 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
  9. 9. Break down silos Sales Sales enablement Marketing Leadership commitment and accountability Adoption plan and ongoing commitment to learning Community, content, conversion
  10. 10. Build your personal brand
  11. 11. Create visibility, build trust and demonstrate credibility and capability.
  12. 12. Pull people to you Create value with relevant, educational content Challenge status quo Demonstrate how you solve problems
  13. 13. Generate leads
  14. 14. How Twitter fits No barrier to talking to people Unlimited repository of information Expanded influence Lead generator Credibility builder
  15. 15. Informed sellers
  16. 16. Engage executives at the right time and with the right message!
  17. 17. Watch for early stage buying signals Business problem questions Frustrated with a competitor’s solution Leadership changes New initiative announcements Mergers and acquisitions
  18. 18. 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
  19. 19. Let’s connect Barbara Giamanco, Sales and Social Selling Advisor +1-404-647-4925 227 Sandy Springs Place Suite #D333 Atlanta, GA 30328 Website: Blog: (c) 2015-2016 Social Centered Selling Do not reproduce without permission. All images licensed through iStockPhoto or Free