Selling is Social
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Selling is Social and Buyer 2.0 Controls the Conversation by Barbara Giamanco
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Selling is Social
- 1. Selling is Social and Buyer 2.0 Controls the Conversation SMEI – April 4, 2012 @barbaragiamanco #newhandshake #socialsellxl
- 2. About Barb Social Centered Selling President and Social Sales Strategist , Barbara Giamanco is the co‐author of The New Handshake: Sales Meets Social Media. 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. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 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 ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
- 4. Buyers complete 80% of the buying cycle before interacting with sales. —Source: HBR, Gartner ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 5. Leverages the social web Does their own research Owns the buying process Is impatient Avoids risk Expects immediate value Today’s Buyer ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
- 7. Sales is Often Disconnected ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
- 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 ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 10. Use Social to Connect on a Personal Level ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 11. Networking Business intelligence Visibility Credibility Building Leads ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 13. Success Requires… Business Acumen Social People Media Skills Savvy Sales Skills ©2012 Social Centered Selling | connect. collaborate. close! 4/4/2012
- 14. And… Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 15. Getting Started
- 16. Are You Compelling? ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 17. Can Your Prospect Find You? ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 19. Be Visible – Share Updates News Highlight others Your thoughts Industry trends Promote events Share company page ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 20. Demonstrate Expertise ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 23. Search Companies ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 25. Go Deeper ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 28. 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. ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 29. Agents in Use ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 30. Company Watchlist: Daily Summary Alert ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 32. 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 ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 33. 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 ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 34. Before Engaging…Do Your Homework! ©2012 Social Centered Selling, LLC | connect. collaborate. close! 4/4/2012
- 35. Summing it all Up Plan Participate Prosper The Game Has Changed…Adapt!