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 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

Why salespeople lose deals

Pitching featuresLack of access to the C-SuiteNo 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 peopleUnlimited repository of informationExpanded influenceLead generatorCredibility 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 planTailor your messagingImprove your social presenceShare value packed contentBuild social proof Measure and track activities

Let’s connectBarbara Giamanco, Sales and Social Selling Advisor+1-404-647-4925barbara.giamanco@scs-connect.comwww.linkedin.com/in/barbaragiamancowww.twitter.com/barbaragiamanco

227 Sandy Springs PlaceSuite #D333Atlanta, GA 30328Website: www.scs-connect.comBlog: www.barbaragiamanco.com

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