Social Centered Selling
We are a recognized leader in delivering Social Selling programs that achieve results, and after 10 years, we know what works and what doesn’t when it comes to integrating social media into your selling processes. Our work with well over 30,000 salespeople and their managers in mid-market and corporate enterprise accounts speaks volumes as to our experience and success in delivering successful engagements. Companies seek us out to work with them to put Social Selling Strategy, Training Curriculum and Coaching programs in place that drive measurable sales outcomes.
Using an approach learned during a social selling program we conducted, a sales professional at a Fortune 500 high tech company closed a $500,000 deal in less than 30-days after being stonewalled for 3 years.
The ROI is clear… Our worldwide sales survey quantifiably proved that using social media for selling generated revenue results. 78.6% of sellers using social significantly out performed peers who did not. Of the 54% of sellers who tracked social media usage back to closed deals, 40% have closed more than one deal (2-5). Another 10.8% closed more than 5 deals!
We offer Sales, Social Selling and Social Media Marketing Strategic Consulting, Executive Advisory, Training and Coaching to sales and marketing teams interested in building strong pipeline and achieving quota goals.
Barbara Giamanco, Founder and CEO
After 25+ years in Sales, I understand the challenges that sales leaders and salespeople face. I have 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.
My successful C-level background in Sales, Technology and Leadership Development speaks for itself. I capped my corporate career at Microsoft, where I led sales teams and coached executives. Through the years I have sold $1B in sales.
My book, The New Handshake: Sales Meets Social Media is the first book written about social selling and was published long before anyone else was talking about social selling as a sales strategy. You might also enjoy my Harvard Business Review article Tweet Me, Friend Me, Make Me Buy.
I am a contributing writer and advisory board member with Top Sales World. As a popular guest blogger, I write often for LinkedIn Sales Solutions, Social Selling University and the Harvard Business Review. My guest posts have also appeared on Nimble, Pipeliner Sales and other sites around the world. I am recognized as a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter, one of Top Sales World’s 2015 Top 50 Sales and Marketing Influencers for the 3rd year in a row.
I had the opportunity to invite Barbara Giamanco to speak at our All-Hands Sales Leadership Meeting for Sprint’s Business Sales Managers and Directors in the Southeast and Federal Accounts. I was referred to Barb who had provided a social networking session to one of my sales teams last year. My objective was to introduce a more effective approach to prospecting in the burgeoning climate of social networking and leave the leadership team with some tools they could utilize to become more effective in their roles.
Barb took the time to spend with our team prior to the presentation to learn what critical issues Sprint was facing and how best to help us. Barb’s session at the meeting was one of the most highly regarded sessions of the three days. In a short presentation, she delivered usable, critical tools that many of the managers put into motion immediately. She taught them required elements that should be included in their LinkedIn profiles and how to use related tools, such as Inside View.
Following are a few examples of how the tools Barb introduced were utilized to deliver impactful results:
- Prospect – “After a meeting with the prospect, we learned their parent company had an initiative to consolidate all their wireless lines (thousands). I was given the title of the person making the decision but that was it. I then found a C-Level contact at the parent company on LinkedIn who was connected to him. I was one degree separated from her and we shared three similar connections. I reached out to a common connection of ours to make a referral and then asked her who was responsible for the wireless consolidation task. I had a meeting with him one day later.”
- Former Customer – “After three+ years of trying to win back this customer’s business (actually significantly more than was lost) we had been waiting on a decision. Having only the title of the decision maker, LinkedIn was able to tell me what her name was and it showed that we had two contacts in common. I reached out to one of my two contacts who reached out to the decision maker to help move the opportunity along and who sang our praises as we did an amazing job with 450 devices at a competitor’s location.”
- Prospect – “A cold call to the President/IT director resulted in the prospect telling us to call back in a year. One of my reps went on LinkedIn and found a Director of Safety. We called her with a fleet tracking safety solution and secured a meeting. Now we are working on a solution for 50-75 devices.”
I was so impressed with Barb’s delivery and content; I asked our training department to review options for including this in nationwide training for all of our representatives which is currently under development. We are looking forward to launching this program in the third quarter of this year. Carolyn A. Rehling, former Vice President, Southeast Region & Federal Accounts – Sprint.
“You will not win The Revenue Game with one silver bullet but if you work with Barbara and her team, they will help you hit the target over and over again by combining your business goals with Social Media, the web and your sales team. This sustained effort will create the powerful revenue results your business needs.” –Rick McPartlin, President, The Revenue Game
“We used Barbara to deliver training to our sales team on two subjects: referral selling and leveraging LinkedIn as a sales tool. Simply put, Barbara was a huge hit. Both her knowledge of the subjects and her delivery were outstanding. She was received as credible, practical and effective. Several sales people told me after the training that they had never been to a better, more impactful training session. I enthusiastically and unequivocally endorse Barbara!” –Tom Ruderman, Executive Vice President and Chief Human Resources Officer, Active International
“Barb has spoken on 4 occasions to my various Executive Forum groups of CEOs and senior executives. She is a true professional who knows her subjective matter inside out. She maintains an intellectual curiosity that ensures she stays up to date (i.e. this moment) and is able to present her material in an easy to understand manner. Most importantly, she doesn’t over emphasize theory or get caught up in concepts with little value. Barb presents the facts and shows you how to use Social Media to generate revenue at no tangible cost. What a winning formula!” –Bill McIlwaine, President, Renaissance Executive Forums
“I’ve worked with Barb on a couple of occasions. She knows Social Media inside and out! She’s out on the cutting edge of helping salespeople generate revenue from the world of Social Media!” –Mark McGraw, Sales Engine, LLC