Presented at the Top Sales World Auditorium at the Sales Innovation Expo in London. May 2016. Do you know how to reach the C-Suite using methods other than cold calls or cold emails?

3. Barbara Giamanco
Sales and Social Selling Author|Speaker|Advisor
After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. She carried a
bag, managed corporate sales teams, busted quota through the years selling to multiple customer types:
enterprise, mid-market, small medium business, distributors, retailers, and channel partner customers. She has
spent the last 10 years learning what works and what doesn’t when implementing social media as part of a
business and sales strategy.
With successful C-level background in Sales, Technology and Leadership Development, Barb’s experience speaks
for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives.
Through the years she has sold $1B in sales.
Barb’s book, The New Handshake: Sales Meets Social Media is the first book written about social selling. You
might also enjoy her Harvard Business Review article Tweet Me, Friend Me, Make Me Buy.
Barb is consistently recognized as a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter and
one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row.
@barbaragiamanco @salessmarts #socialselling

4. Sales disruption
90% of decision makers say they
NEVER respond to cold outreach
82% of prospects can be REACHED
via social networks.
75% of B2B buyers use social media
to RESEARCH vendors
57% of the buying journey happens
BEFORE a sales rep is involved
Sources: CEB, Harvard Business Review, comScore, IDC

5. Today’s C-Suite buyers Use social media to make buying
decisions
They leverage social networks to
support their buying decisions
The average B2B buyer who uses
social media for buying
support…
 Is more senior
 Manages a larger budget
 Purchases more frequently
 Has a greater span of buying
control than buyers not using
social media
Source: IDC Social Buying Study, February, 2014

6. Executive involvement in the buying cycle
Front end…
• Understand current issues
• Establish objectives
• Set the strategy
Back end…
• Plan implementation
• Measure results

7. Why salespeople lose deals
Pitching features
Lack of access to the C-Suite
No understanding of the
executives business
Ineffective messaging and
approach
Lack of an internal sponsor

8. To reach executives, sales
behavior must change

10. It all starts with a strategy

11. Executive sponsor from sales and
marketing organizations
Connected sales and marketing
Access to tools and training
Scorecards and incentives
Keys to social selling program success

12. Break down silos
Sales
Sales
enablement
Marketing
Leadership commitment and accountability
Adoption plan and ongoing commitment to learning
Community, content, conversion

14. Build your personal brand

15. Create visibility, build trust and
demonstrate credibility and
capability.

16. Pull people to you
Create value with relevant,
educational content
Challenge status quo
Demonstrate how you solve
problems

17. Generate leads

18. How Twitter fits
No barrier to talking to people
Unlimited repository of information
Expanded influence
Lead generator
Credibility builder

19. Informed sellers

20. Engage executives at the right time
and with the right message!

21. Watch for early stage buying signals
Business problem questions
Frustrated with a competitor’s
solution
Leadership changes
New initiative announcements
Mergers and acquisitions

23. Steps to implement now
Create your plan
Tailor your messaging
Improve your social presence
Share value packed content
Build social proof
Measure and track activities

24. Let’s connect
Barbara Giamanco, Sales and Social Selling Advisor
+1-404-647-4925
barbara.giamanco@scs-connect.com
www.linkedin.com/in/barbaragiamanco
www.twitter.com/barbaragiamanco
227 Sandy Springs Place
Suite #D333
Atlanta, GA 30328
Website: www.scs-connect.com
Blog: www.barbaragiamanco.com
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