ESMA – June 20, 2016

Barbara GiamancoSales 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 disruption90% of decision makers say they NEVER respond to cold outreach

82% of prospects can be REACHEDvia 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 decisionsThey 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 cycleFront 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 SOLVEbusiness 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 pipelineand 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 Buyersused LinkedIn to support theirpurchase 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 executiveWorldwide repository of informationExpanded 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 deletedHi 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 goExecutives 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 planImprove your social presenceTailor your messagingShare value packed contentBuild 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 focusActivity-rich - 70+% of time is spent on activitiesbased on the salesperson’s environment Street-level content that your sales teams willuse 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 moreBarbara Giamanco404-647-4925www.scs-connect.comwww.barbaragiamanco.comwww.linkedin.com/in/barbaragiamancowww.twitter.com/barbaragiamanco

(c) 2015-2016 Social Centered Selling Do not reproduce without permission. All images licensed through iStockPhoto or Free Images.com

Steve Bistritz404-256-1801www.sellxl.comwww.linkedin.com/in/stevebistritz