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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
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