Social Centered Selling is a recognized leader in delivering Social Selling programs that achieve results. We advocate that success requires Strategy + Skills + Execution in order to win in a wired world where buyers have changed the game.
With more than 25+ years of experience in Sales, Marketing, Management and Technology, we have been working with Sales and Marketing for the past decade to rock their sales performance through strategy, training and implementation and accountability programs that are tested, proven, and based on industry best practices. Out first of its kind research report: Social Media and Sales Quota prove the measurable return-on-investment when using social media to sell.
Our President is the co-author of The New Handshake: Sales Meets Social Media and published the Harvard Business Review article Tweet Them, Friend Them, Make Them Buy.
We offer Social Media and Social Selling Consulting, Advisory and Programs to sales and marketing teams interested in driving sales results.
Barb heads up Social Centered Selling. She’s the co-author of The New Handshake: Sales Meets Social Media – the first book published on social selling. She is the author of the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy published in the July 2012 edition. Her first of its kind research report: Social Media and Sales Quota proves 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.
Barb is a contributing writer and blogger for Top Sales World, Social Selling University, Harvard Business Review and the Sales Thought Leader Blog. She is recognized by InsideView as one of the Top 25 Influential Leaders in Sales, a Top 25 Sales Influencer on Twitter, one of Top Sales World’s 2013 Top 50 Sales and Marketing Influencers and her LinkedIn profile ranks in the Top 1% of profiles viewed.
An active member of the business community, Barb is VP of Marketing and Social Media for NAWBO (National Association of Women Business Owners) Atlanta and the Past President of the Atlanta Chapter of Sales Marketing Executives International (SMEI). Barb was honored as a 2011 nominee for the Turknett Leadership Character award, and she was the 2009 recipient of the Atlanta Women in Business “Results Count” award.
In February of this year, 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, Vice President, Southeast Region & Federal Accounts – Sprint. June 2012″
“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
“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
“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