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The ROI of Trust in SellingBarbara Giamanco, Social Selling

Advisor

#MeettheExpertsLive

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Today’s Speaker - Barb Giamanco

Barb is the co-author of The New Handshake: Sales Meets Social Media. She is the author of the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy published in July 2012, and her first of its kind research report: Social Media and Sales Quota prove the measurable return-on-investment when using social media to sell.

Barb is a sought after Social Selling Strategist, Speaker and Facilitator who works with Sales and Marketing teams to achieve sales results.

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.

@barbaragiamanco @salessmarts#socialselling

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Let’s Talk About

Sales Disruption

Buyer 2.0

The ROI of Trust in Selling

Components of Trust

Establishing Credibility

Social Selling Playbook

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DISRUPTION

Sales Disruption

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92% of buyers ignore unsolicited contacts

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70% of buyers start without sales contact

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Broadcast Pitches Don’t Work

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Outdated Sales Tactics Don’t

Either!

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Bad News

67% of all salespeople miss quota

Over half of all salespeople close at less than 40%

40% of sales people can’t understand customer pain

Only 52% of sales people can access key players

Source: TAS Group 2013

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Expectations Have Changed!

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Sales Has an Image Problem

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Trusted Sellers

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ROI OF TRUST =Faster Deals + Lower Cost + Higher

Margins

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If prospects don’t trust you, they won’t buy from you!

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Social Selling Playbook

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Stand Out!

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Traditional prospectingBasic sales meeting preparationYour competitors

Do More Than…

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Use Intelligence Wisely

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Engage Prospects at the Right Time

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Be Patient!

Tend your garden

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Final Thoughts…

It is a journey…there is no quick fix but the effort is worth it!

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Barbara GiamancoSocial Centered Selling LLC3522 Ashford Dunwoody Rd NE #413Atlanta, GA 30319Phone: (404) 647-4925www.scs-connect.comwww.linkedin.com/in/barbaragiamanco www.twitter.com/barbaragiamancowww.facebook.com/socialcenteredselling