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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.
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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
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Buyers complete 80% of the buying cycle before interacting with sales.
—Source: HBR, Gartner
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Today’s Buyer
Leverages the social web
Does their own research
Owns the buying process
Is impatient
Avoids risk
Expects immediate value
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“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
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Use Social to Connect on a Personal Level
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Networking Business intelligence Visibility Credibility building Leads
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BusinessAcumen
Social Media Savvy
SalesSkills
People Skills
Success Requires…
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And… Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track
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Cultivate a Strong Network
Barb’s Network in November 2011
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Be Visible – Share Updates News Highlight others Your thoughts Industry trends Promote events Share company page
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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.
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Company Watchlist: Daily Summary Alert
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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
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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
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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