Welcome Message Did 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.

1. The New Handshake: Sales Meets Social Media
@barbaragiamanco #newhandshake #socialsellxl

2. About Barb
Barbara 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.
© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

3. 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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4. Buyers complete 80% of the buying
cycle before interacting with sales.
—Source: HBR, Gartner
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5.  Leverages the social web
 Does their own research
 Owns the buying process
 Is impatient
 Avoids risk
 Expects immediate value
Today’s Buyer
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6. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

7. Sales is Often
Disconnected
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8. “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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9. Ditch the pitch!
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10. Use Social to Connect on a Personal Level
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11.  Networking
 Business intelligence
 Visibility
 Credibility building
 Leads
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12. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

13. Success Requires…
Business
Acumen
Social
People
Media
Skills
Savvy
Sales
Skills
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14. And…
 Have a plan
 Define your prospect
 Pick the RIGHT tools
 Implement consistently
 Measure and track
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15. Getting Started

16. Cultivate a Strong Network
Barb’s Network in November 2011
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17. Are You Compelling?
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18. Can Your Prospect Find You?
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19. Engage with Content
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20. Be Visible – Share Updates
 News
 Highlight others
 Your thoughts
 Industry trends
 Promote events
 Share company page
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21. Demonstrate Expertise
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22. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

23. Search People
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24. Search Companies
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25. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

26. Go Deeper
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27. Opportunity
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28. © Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

29. 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.
© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

30. Agents in Use
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31. Company Watchlist: Daily Summary Alert
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33. Sponsor 84% of the time an
executive will take a
Use a credible meeting when someone
sponsor within
the client’s
from inside their
organization to organization (a credible
help secure access
sponsor) makes the
introduction.
Source: Selling to the C-Suite
© Social Centered Selling LLC | connect. collaborate. close! 5/2/2012

34. Referral
A referral from outside
the company will yield Use a referral
(someone outside
a meeting 44% of the the client’s
organization),
time. such as a
consultant,
business associate
or friend
Source: Selling to the C-Suite
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35. Before Engaging…Do Your Homework!
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36. Summing it all Up
Plan
Participate
Prosper
The Game Has Changed…Adapt!

37. Are you ready to move the
conversation forward?
Contact us at (404) 949-0199
Social Centered Selling LLC
3500 Lenox Road, Suite 1500
Atlanta, 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