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@barbaragiamanco #newhandshake #socialsellxl * ? Social Centered Selling LLC | connect. collaborate. close! Company Watchlist: Daily Summary Alert * ? 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 introduction. Use a credible sponsor within the client’s organization to help secure access Sponsor Source: Selling to the C-Suite 59% engaged with a peer who had addressed the challenge 48% followed industry conversations on the topic 37% posted questions on social networking sites looking for suggestions/feedback 20% connected directly with potential solution providers via social networking channels Source: DemandGen The New Handshake: Sales Meets Social Media * ? 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 Strategist. 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. * ? Social Centered Selling LLC | connect. collaborate. close! 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 * ? Social Centered Selling LLC | connect. collaborate. close! Buyers complete 80% of the buying cycle before interacting with sales. —Source: HBR, Gartner * ? Social Centered Selling LLC | connect. collaborate. close! Today’s Buyer Leverages the social web Does their own research Owns the buying process Is impatient Avoids r