#SalesSummit | @barbaragiamanco

#SalesSummit | @barbaragiamanco

The ROI of Social Selling

Barbara GiamancoStrategist, Author, Speaker

#SalesSummit | @barbaragiamanco

About BarbBarbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media, the first book written on social selling.

She is the author of the Harvard Business Review article “Tweet Me, Friend Me, Make Me Buy”, and her first of its kind research report: Social Media and Sales Quota proves the measurable return-on-investment when using social media to sell.

Barb is known internationally as a Social Selling Thought Leader. As a result, she is a sought after Social Selling Strategist, Speaker and Facilitator who works with Sales and Marketing teams to achieve social selling results.

Barb 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.

@barbaragiamanco #socialselling

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Social SellingUse social channels combined with traditional selling methods to network, prospect, generate leads, demonstrate credibility and conduct sales call research.

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Sales disruption…It’s a new world

92% of buyers ignore unsolicited phone and email contacts.

70% of buyers start researching options without sales contact.

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Generic pitches don’t work

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Today’s savvy seller recognizes that a better-informed and more connected customer controls the buying process.

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And…Buyers aren’t just more informed, but busier.

B2B technology buyers receive an average of…6 phone calls and 14 emails per day from vendors.

Inundated with data and sales pitches, it’s not surprising that buyers return… 10.5% of phone calls and 9% of emails from new vendors.

Now that informed buyers can thoroughly research their own options, a call from a new sales representative can be more of a nuisance than a service.

Source: 2012 International Data Corporation Survey

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If buyers can block sellers, now what?Use social media to…

Relate to prospects and identify opportunities for engagement at the right time.

Establish authenticity and credibility in advance of sales opportunities.

Participate in relevant social groups to stay visible and add value during the buying process.

Establish relationships with multiple players involved in the buying journey.

Social selling = revenue

#SalesSummit | @barbaragiamanco

Enterpris

eSM

B

Consumer

Channel

01020304050

B2B Sellers

41% of respondents carry an annual quota

of $500K to $5M.

23% carry an annual quota of $5M+

Frontline leaders, sales VPs, executives = 53%Individual contributors = 40.1%

Social media and sales quota report

Research conducted by Social Centered Selling and A Sales Guy Consulting – Fall 2012

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23% exceeded quota more often than peers

72.6% achieved quota more often than peers

Sellers using social outperformed

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54% of our survey respondents have tracked their social media usage back to closed deals.

40% closed more than one deal (2-5)

10.8% have closed more than five deals using social media!

What gets in the way?

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Let’s talk about how social selling can fail to produce results…

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Common mistakesNo social guidelines.Lack of training.Interruptive messages.Adding no value.Broadcast pitches.

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Engage prospects at the right time

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Remember…

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Let’s connectBarbara Giamanco, Social Selling Advisor404-647-4925barbara.giamanco@scs-connect.comwww.linkedin.com/in/barbaragiamancowww.twitter.com/barbaragiamanco

Social Centered Selling3522 Ashford Dunwoody Rd NESuite 413Atlanta, GA 30319Website: www.scs-connect.comBlog: www.barbaragiamanco.com

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