Selling is Social

Selling is Social and Buyer 2.0 Controls the ConversationSMEI – April 4, 2012

@barbaragiamanco #newhandshake #socialsellxl

4/4/2012©2012 Social Centered Selling, LLC | connect. collaborate. close!

About BarbSocial Centered Selling President and Social Sales Strategist , Barbara Giamanco is the co‐author of The New Handshake: Sales Meets Social Media. 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.

4/4/2012©2012 Social Centered Selling | connect. collaborate. close!

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


Today’s Buyer

Leverages the social web

Does their own research

Owns the buying process

Is impatient

Avoids risk

Expects immediate value


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


BusinessAcumen

Social Media Savvy

SalesSkills

People Skills

Success Requires…


And… Have a plan

Define your prospect

Pick the RIGHT tools

Implement consistently

Measure and track

Getting Started


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


84% of the time an executive will take a

meeting when someone from inside their

organization (a crediblesponsor) makes the

introduction.

Use a credible sponsor within the client’s organization to help secure access

Sponsor

Source: Selling to the C‐Suite


A referral from outside the company will yield a meeting 44% of the

time.

Use a referral(someone outside the client’s organization), such as a consultant, business associate or friend

Referral

Source: Selling to the C‐Suite


Before Engaging…Do Your Homework!

Summing it all Up

PlanParticipate

Prosper

The Game Has Changed…Adapt!

Are you ready to move the conversation forward?Contact us at (404) 949‐0199

Social Centered Selling LLC3500 Lenox Road, Suite 1500Atlanta, 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

Selling is Social

Business

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