The why... 1. Visibility and promotion for women in sales, at all levels, in companies around the globe. 2. Community, connection, education and support for other women in sales. 3. Encourage more women to pursue careers in sales.

1. Women In Sales
Networking Event
Sponsored by the TAG Sales
Leadership Society

2. Thank you SalesLoft for hosting us in your amazing office space!!
Learn more about SalesLoft at www.salesloft.com

3. Thanks to our Sponsor!

4. About
The TAG Sales Leadership Society
exists to unite and serve Sales
Leaders within the Georgia
business community through
content-rich events, mentorship,
and recognition of innovative and
servant oriented leadership.

5. Membership
We seek members and event
attendees that have responsibility for
leading, managing, supporting and
driving sales organizations as well as
other stakeholders and vendors who
support sales organizations.
Additionally, we seek members and
attendees who desire to become
future sales leaders and executives.

6. Next event: AI & the Impact on Selling
May 24 at Tech Village in Buckhead
7:30 – 9am: Networking, Keynote and Panel Discussion
Visit: http://www.tagonline.org/chapters-and-societies/sales-
leadership/

7. Let’s get started!!

8. What’s the why
– how did this
all come
together?
Visibility and
promotion for women
in sales, at all levels,
in companies around
the globe.
1
Encourage more
women to pursue a
career in sales.
2
Community,
connection,
education and
support for other
women in sales.
3

9. Agenda
6:00 – 6:10 pm: Welcome - Barb Giamanco, Conversations
with Women in Sales Podcast Host, Co-Author of The New
Handshake: Sales Meets Social Media and CEO of Social
Centered Selling.
6:10 - 6:30 pm: Joanne Black, Global Authority on Referral
Selling, Author of No More Cold Calling.
6:35 - 6:55 pm: Deb Calvert, President of People First
Productivity Solutions, Author of DISCOVER Questions ® and
Co-Author of Stop Selling & Start Leading.
7:00 - 7:20 pm: Lindsey Nelson, Vice President of Sales
Productivity, Industry Expert bringing together Sales
Operations, Enablement and Effectiveness.
7:20 - 7:30 pm: Final Q/A and close
7:30 - 8:00 pm: Networking and event ends

10. Joanne Black
Global Authority on Referral Selling
Author of No More Cold Calling
Website:
www.nomorecoldcalling.com
Twitter @referralsales
LinkedIn
https://www.linkedin.com/in/joa
nneblackreferralsales/
Phone: +1-415-461-8763
Email:
joanne@nomorecoldcalling.com
“Just because it’s
never been done
before is the best
reason I know for
doing it.”

11. Big Deals and High Heels™
Why Women Are Naturals at Selling
Joanne S. Black
@ReferralSales

12. Our Brains Are Wired Differently
12

13. 13

14. Relationships Rule
• The strength of relationships drives buyer behavior,
trust, and referrals
• Women receive more referrals than men in their lifetime
14

15. What percent of the time do you get a new client?
The Power of Referrals
30%
50%
70%
90%
100%

16. Let’s Stay in Touch
– joanne@nomorecoldcalling.com
– +1 415-461-8763
– @ReferralSales
– www.linkedin.com/in/joanneblackreferralsales/
Joanne S. Black
America’s Leading Authority on Referral Selling

17. Deb Calvert
President of People First Productivity Solutions,
Author of DISCOVER Questions ®
Co-Author of Stop Selling & Start Leading
Connect with Deb:
Website:
www.peoplefirstps.com
Twitter @PeopleFirstPS
LinkedIn
https://www.linkedin.com/in
/debcalvertpeoplefirst/
Phone: 408-612-5918
“To make a sale,
you’ve got to
make a
difference.”

18. Women In Sales
Making a
Difference
Copyright © 2018 James Kouzes, Barry Posner, and Deb Calvert. All Rights reserved.
Deb Calvert
@PeopleFirstPS

19. “
“
Staff Sergeant Josephine Janco, circa 1950

20. Raise Your Hand If You Agree:
“I am a Manager.”
“I am a Leader.”

21. Leadership
“The art of mobilizing others to want
to struggle for shared aspirations.”
Leden: to guide
- Jim Kouzes and Barry Posner

22. The Five Practices of
Exemplary Leadership®
Copyright © 2018 James Kouzes, Barry Posner, and Deb Calvert. All Rights reserved.
1 2 3 4 5

23. To Make a Sale,
Make a
Difference
Copyright © 2018 James Kouzes, Barry Posner, and Deb Calvert. All Rights reserved.
Deb Calvert
@PeopleFirstPS

24. Lindsey Nelson
Senior Sales & Sales Strategy Executive
Industry Expert bringing together Sales
Operations, Enablement and Effectiveness
Connect with Lindsey:
Twitter @lindseywnelson
LinkedIn
https://www.linkedin.com/
in/lindseywnelson/
"YOU are
the
President of
YOU.”

25. Women IN Sales
Lindsey Nelson
Senior Sales & Sales Strategy Executive
YOU are the President of YOU
Be-YOU-ti-FULL

26. Be – YOU – ti – FULL
BE:
Curious & Eager to Learn
Authentic & Unassuming
Ask the questions?
Go there: What bad thing happen if things continue “as is” vs.
what bad thing happen as we change?
What good things happen when we believe? *decisions
How do we get started? Who doesn’t go for the close?
Assertive & Unapologetic
Competitive & Carefree
YOUR competition is YOUR yesterdays BEST,
that’s the only measure that matters, learn the power to push YOU
Fearless & Faith-filled
Fail forward: 2 inches of greatness is better than ZERO
Where there’s fear, get Inspired
When it’s never been done, it may be YOUR turn to be
the pioneer….Do YOU want to pave the way?
Smart & Strategic
Sexy gets the lunch date, smart gets the long term business strategic partnership
Be “who you are”

27. Who are YOU?
Sales Professional
Business Person
Game Changer
Problem Solver
Solutions Provider
Competitor
Winner
Leader
Mentor
Coach
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Daughter
Sister
Friend
Wife
Partner
Mother
Advocate
What you DO doesn’t define you..WHO you ARE does…
Be – YOU – ti – FULL

28. So what’s up with the “ti”?
“ti” can mean many things to many people: Let’s explore!
Time to Investigate? (who am I and who do I want to BE?)
Investigate YOU?
Who are you? What matters? What do you want? What does
tomorrow? 5 yrs. from now and 10+ look like in your life?
Be REAL with YOU.
Time to Implement? (Time to Roll!)
How does tomorrow look?
What’s working, how do I feed it?
What’s not working, how do I change it? (skill vs. will)
How does next look 5 miles ahead or 5-10 yrs. ahead and ….
AM I BUILDING THE BLOCKS I WANT TO GROW?
To BE who I am to BE….because…I AM THE PRESIDENT OF ME!
Be – YOU – ti – FULL

29. How to find your…….FULL
Once you bring your BE, then understand YOU, find your ability with
“ti”, you’re on to FULL….(it’s the gas in your tank girl!)
Be relentless in investing your energy in what is available to make IT
HAPPEN
YOU ARE THE PRESIDENT OF YOU!
Any company is lucky to have you, invest in beating your
‘yesterdays best’, be true to yourself and look long term
IT’S YOUR WORLD!....How do YOU want to change theirs?
Sales is a platform to get you there…PRESS THE GAS!!!!
QUESTIONS?
Be – YOU – ti – FULL

30. Questions
for our
speakers?

31. Closing
comments
Take the poll/survey
On your mobile browser
Go: www.menti.com
Use the code: 36 53 01

32. To learn more
about…Conversations with
Women in Sales
Would you like to be interviewed for
the podcast? Ideas for future
events?
Reach out to me and let’s talk!
Phone: +1-404-647-4925
Email: barbara.Giamanco@scs-
connect.com
LinkedIn
www.linkedin.com/in/barbaragiama
nco
Twitter @barbaragiamanco
Podcast https://bit.ly/WISPodcast