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1、The New Handshake: Sales Meets Social Mediabarbaragiamancobarbaragiamanco#newhandshake#newhandshake#socialsellxl#socialsellxl欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!AboutBarbBarbara Giamanco Barbara Giamanco is the co-author of The New Handshake: The New Handshake: Sales Meets Soci
2、al MediaSales Meets Social Media and Social Centered SellingSocial Centered Selling President and Social Sales Strategist. An experienced sales and social media sales and social media consultant, speaker and coachconsultant, speaker and coach, Barb was recognized by Inside Inside View View as one of
3、 the Top 25 Influential Leaders in Sales. She has a proven, 30-year track 30-year track record in generating sales generating sales and capped a corporate career at MicrosoftMicrosoft, where she led sales led sales teams teams and coached executives. Throughout her sales career, Barb hassold $1B $1B
4、 in products and services.欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!Lets Talk AboutA new type of B2B buyerSales needs to “ditch the pitch”Using social to drive revenueStrategy behind social selling successDoing your homeworkSales engagement strategies3欧美简洁大气*SocialCenteredSellingLLC|
5、connect.collaborate.close!Buyers complete 80%80% of the buying cycle before interacting with sales.Source: HBR, Gartner4欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!Todays BuyerLeverages the social webDoes their own researchOwns the buying processIs impatientAvoids riskExpects immediate
6、 value5欧美简洁大气* Social Centered Selling LLC | connect. collaborate. close!6欧美简洁大气* Social Centered Selling LLC | connect. collaborate. close!SalesisOftenDisconnected7欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!“Whateversalesapproachusedtoworkdoesntworkanymore.Scriptsandcannedspeechesabo
7、utfeaturesandbenefitsfallondeafears.Salesprofessionalsneedtobevisible,proactivelyengagedandpatient.” Axel Schultze, CEO of X8欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!Ditchthepitch!9欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!UseSocialtoConnectonaPersonalLevel10欧美简洁大气*S
8、ocialCenteredSellingLLC|connect.collaborate.close!NetworkingBusiness intelligenceVisibility Credibility buildingLeads11欧美简洁大气* Social Centered Selling LLC | connect. collaborate. close!12欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!BusinessAcumenSocial Media SavvySalesSkillsPeople Skill
9、sSuccessRequires13欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!AndHaveaplanDefineyourprospectPicktheRIGHTtoolsImplementconsistentlyMeasureandtrack14欧美简洁大气GettingStarted15欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!CultivateaStrongNetworkBarbs Network in November 201116欧美简洁
10、大气*SocialCenteredSellingLLC|connect.collaborate.close!AreYouCompelling?17欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!CanYourProspectFindYou?18欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!EngagewithContent19欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!BeVisible
11、ShareUpdatesNewsHighlightothersYourthoughtsIndustrytrendsPromoteeventsSharecompanypage20欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!DemonstrateExpertise21欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!22欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!Search People2
12、3欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!SearchCompanies24欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!25欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!GoDeeper26欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!Opportunity27欧美简洁大气*SocialCenteredSell
13、ingLLC|connect.collaborate.close!28欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!BigNews!SunTrust Banks, Inc. : March 09, 2012 SunTrust Names Anil Cheriyan New Chief Information OfficerATLANTA,March9,2012/PRNewswire/-SunTrustBanks,Inc.(NYSE:STI)todayannouncedthatAnilCheriyanhasbeennamedt
14、heCompanysnewChiefInformationOfficer.HewilljoinSunTrustonApril 2, 2012,andreporttoChairmanandChiefExecutiveOfficerWilliamH.Rogers,Jr.Mr.CheriyansucceedsTimSullivan,whohasservedasChiefInformationOfficersince2003andisretiring.29欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!AgentsinUse30欧美简
15、洁大气*SocialCenteredSellingLLC|connect.collaborate.close!CompanyWatchlist:DailySummaryAlert31欧美简洁大气32欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!84%ofthetimeanexecutivewilltakeameetingwhensomeonefrominsidetheirorganization(acrediblesponsor)makestheintroduction. Useacrediblesponsorwithint
16、heclientsorganizationtohelpsecureaccessSponsorSource:SellingtotheC-Suite33欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!Areferralfromoutsidethecompanywillyieldameeting44%ofthetime.Useareferral(someoneoutsidetheclientsorganization),suchasaconsultant,businessassociateorfriendReferralSource
17、:SellingtotheC-Suite34欧美简洁大气*SocialCenteredSellingLLC|connect.collaborate.close!BeforeEngagingDoYourHomework!35欧美简洁大气SummingitallUpPlanParticipateProsperThe Game Has ChangedAdapt!The Game Has ChangedAdapt!36欧美简洁大气Areyoureadytomovetheconversationforward?Contactusat(404)949-0199Contactusat(404)949-0199SocialCenteredSellingLLC3500LenoxRoad,Suite1500Atlanta,GA30326BarbaraGiamancoBarbaraGiamanco,PresidentandSocialSalesStrategistKentGregoireKentGregoire,ChiefExecutiveandSalesStrategist37欧美简洁大气
