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1、The New Handshake: Sales Meets Social Media,barbaragiamanco #newhandshake #socialsellxl,*, Social Centered Selling LLC | connect. collaborate. close!,About Barb,Barbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media and Social Centered Selling President and Social Sales Str
2、ategist. 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 coa
3、ched executives. Throughout her sales career, Barb has sold $1B in products and services.,3,*, Social Centered Selling LLC | connect. collaborate. close!,Lets Talk About,A new type of B2B buyer Sales needs to “ditch the pitch” Using social to drive revenue Strategy behind social selling success Doin
4、g your homework Sales engagement strategies,4,*, Social Centered Selling LLC | connect. collaborate. close!,Buyers complete 80% of the buying cycle before interacting with sales. Source: HBR, Gartner,5,*, Social Centered Selling LLC | connect. collaborate. close!,Todays Buyer,Leverages the social we
5、b Does their own research Owns the buying process Is impatient Avoids risk Expects immediate value,6,*, Social Centered Selling LLC | connect. collaborate. close!,7,*, Social Centered Selling LLC | connect. collaborate. close!,Sales is Often Disconnected,8,*, Social Centered Selling LLC | connect. c
6、ollaborate. close!,“Whatever sales approach used to work doesnt 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 X,9,*, Social Centered Selling LLC | connect. coll
7、aborate. close!,Ditch the pitch!,10,*, Social Centered Selling LLC | connect. collaborate. close!,Use Social to Connect on a Personal Level,11,*, Social Centered Selling LLC | connect. collaborate. close!,Networking Business intelligence Visibility Credibility building Leads,12,*, Social Centered Se
8、lling LLC | connect. collaborate. close!,13,*, Social Centered Selling LLC | connect. collaborate. close!,Success Requires,14,*, Social Centered Selling LLC | connect. collaborate. close!,And,Have a plan Define your prospect Pick the RIGHT tools Implement consistently Measure and track,15,Getting St
9、arted,16,*, Social Centered Selling LLC | connect. collaborate. close!,Cultivate a Strong Network,Barbs Network in November 2011,17,*, Social Centered Selling LLC | connect. collaborate. close!,Are You Compelling?,18,*, Social Centered Selling LLC | connect. collaborate. close!,Can Your Prospect Fin
10、d You?,19,*, Social Centered Selling LLC | connect. collaborate. close!,Engage with Content,20,*, Social Centered Selling LLC | connect. collaborate. close!,Be Visible Share Updates,News Highlight others Your thoughts Industry trends Promote events Share company page,21,*, Social Centered Selling LL
11、C | connect. collaborate. close!,Demonstrate Expertise,22,*, Social Centered Selling LLC | connect. collaborate. close!,23,*, Social Centered Selling LLC | connect. collaborate. close!,Search People,24,*, Social Centered Selling LLC | connect. collaborate. close!,Search Companies,25,*, Social Center
12、ed Selling LLC | connect. collaborate. close!,26,*, Social Centered Selling LLC | connect. collaborate. close!,Go Deeper,27,*, Social Centered Selling LLC | connect. collaborate. close!,Opportunity,28,*, Social Centered Selling LLC | connect. collaborate. close!,29,*, Social Centered Selling LLC | c
13、onnect. 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 Companys new Chief Information Officer. H
14、e 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.,30,*, Social Centered Selling LLC | connect. collaborate. close!,Agents in Use,
15、31,*, Social Centered Selling LLC | connect. collaborate. close!,Company Watchlist: Daily Summary Alert,32,33,*, 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 intr
16、oduction.,Source: Selling to the C-Suite,34,*, Social Centered Selling LLC | connect. collaborate. close!,A referral from outside the company will yield a meeting 44% of the time.,Source: Selling to the C-Suite,35,*, Social Centered Selling LLC | connect. collaborate. close!,Before EngagingDo Your H
17、omework!,Summing it all Up,Plan,Participate,Prosper,The Game Has ChangedAdapt!,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 Kent Gregoire, Chief Executive and Sales Strategist