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Welcome MessageDid you know that 80% of executive level buyers start the sales process without you?At Social Centered Selling, LLC we believe the answer to adapting to today’s buyer – Buyer 2.0 – is in ensuring that your sales organization has the best trained sales people. Our work with clients helps to increase revenue and drive extraordinary results through the integration of a social media strategy with sound sales process, methodology and approach. The Social Centered Selling team is made up of business professionals with deep knowledge and experience in the world of sales and social media. We have experience helping organizations supercharge sales efforts by incorporating training and employee development utilizing high performance tested, proven – researched based methodologies. Members of our team are also recognized as leaders in leveraging social media strategies to achieve sales objectives.To learn more, visit www.scs-connect.com.
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5/2/12© Social Centered Selling LLC | connect. collaborate. close!
About BarbBarbara 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.
5/2/12© Social Centered Selling LLC | 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
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Buyers complete 80% of the buying cycle before interacting with sales.
—Source: HBR, Gartner
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Today’s Buyer
Leverages the social web
Does their own research
Owns the buying process
Is impatient
Avoids risk
Expects immediate value
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
“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
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Use Social to Connect on a Personal Level
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Networking Business intelligence Visibility Credibility building Leads
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
BusinessAcumen
Social Media Savvy
SalesSkills
People Skills
Success Requires…
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
And… Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Cultivate a Strong Network
Barb’s Network in November 2011
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Be Visible – Share Updates News Highlight others Your thoughts Industry trends Promote events Share company page
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
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.
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Company Watchlist: Daily Summary Alert
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
84% of the time an executive will take a
meeting when someone from inside their
organization (a credible sponsor) makes the
introduction.
Use a credible
sponsor within
the client’s
organization to
help secure access
Sponsor
Source: Selling to the C-Suite
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
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
5/2/12© Social Centered Selling LLC | connect. collaborate. close!
Before Engaging…Do Your Homework!
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