The New Handshake: Sales Meets Social Media

The New Handshake: Sales Meets Social Media

@barbaragiamanco #newhandshake #socialsellxl

About Barb
Barbara Giamanco is the co-author of
The New Handshake: Sales Meets
Social Media and Social Centered
Selling President and Social Sales
Strategist. An experienced sales and
social media consultant, speaker and
coach, Barb was recognized by Inside
View as one of the Top 25 Influential
Leaders in Sales. She 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.

© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

Let’s Talk About
 A new type of B2B buyer
 Sales needs to “ditch the pitch”
 Using social to drive revenue
 Strategy behind social selling success
 Doing your homework
 Sales engagement strategies


Buyers complete 80% of the buying
cycle before interacting with sales.
—Source: HBR, Gartner


 Leverages the social web
 Does their own research
 Owns the buying process
 Is impatient
 Avoids risk
 Expects immediate value

Today’s Buyer


Sales is Often
Disconnected


“Whatever sales approach used
to work doesn’t work anymore.
Scripts and canned speeches
about features and benefits fall
on deaf ears. Sales
professionals need to be visible,
proactively engaged and
patient.”
— Axel Schultze, CEO of Xeequa.com


Ditch the pitch!

Use Social to Connect on a Personal Level


 Networking
 Business intelligence
 Visibility
 Credibility building
 Leads


Success Requires…
Business
Acumen

Social
People
Media
Skills
Savvy

Sales
Skills


And…
 Have a plan
 Define your prospect
 Pick the RIGHT tools
 Implement consistently
 Measure and track


Cultivate a Strong Network

Barb’s Network in November 2011


Are You Compelling?


Can Your Prospect Find You?


Engage with Content


Be Visible – Share Updates
 News
 Highlight others
 Your thoughts
 Industry trends
 Promote events
 Share company page


Demonstrate Expertise


Search People

Search Companies


Go Deeper


Opportunity


Big News!
SunTrust Banks, Inc. : March 09, 2012
SunTrust Names Anil Cheriyan New Chief Information Officer

ATLANTA, March 9, 2012/PRNewswire/ -- SunTrust Banks, Inc. (NYSE: STI)
today announced that Anil Cheriyan has been named the Company's new
Chief Information Officer. He will join SunTrust on April 2, 2012, and report
to Chairman and Chief Executive Officer William H. Rogers, Jr.
Mr. Cheriyan succeeds Tim Sullivan, who has served as Chief Information
Officer since 2003 and is retiring.


Agents in Use


Company Watchlist: Daily Summary Alert


Sponsor 84% of the time an
executive will take a
Use a credible meeting when someone
sponsor within
the client’s
from inside their
organization to organization (a credible
help secure access
sponsor) makes the
introduction.

Source: Selling to the C-Suite


Referral

A referral from outside
the company will yield Use a referral
(someone outside
a meeting 44% of the the client’s
organization),
time. such as a
consultant,
business associate
or friend
Source: Selling to the C-Suite


Before Engaging…Do Your Homework!


Summing it all Up

Plan
Participate

Prosper

The Game Has Changed…Adapt!

Are you ready to move the
conversation forward?
Contact us at (404) 949-0199
Social Centered Selling LLC
3500 Lenox Road, Suite 1500
Atlanta, GA 30326

Barbara Giamanco, President and Social Sales Strategist
www.linkedin.com/in/barbaragiamanco
www.twitter.com/barbaragiamanco
www.twitter.com/salessmarts

Kent Gregoire, Chief Executive and Sales Strategist
www.linkedin.com/in/kentgregoire
www.twitter.com/kentgregoire

The New Handshake: Sales Meets Social Media

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Editor's Notes