Sales and marketing approaches have been flipped upside down with the explosion of social media. What worked 3 years ago, doesn’t work now. Social media has brought with it a profound global shift in communications that favors relationships over contacts, eliminates cold calling, and puts the buyer in control of the sales process. Capitalize on some simple, but practical “how to” ideas for engaging buyers and customers in a digital economy. During this session we will discuss: • Why bother? A look at the numbers • Evolution of sales and how social media applies • Benefits of social selling • Creating value in advance of the sales opportunity • What executives want you to know • Building loyalty and retention • How to use social media for lead generation • Lead generation from current networks

1. YOUR CUSTOMER HAS MOVED. DO YOU KNOW WHERE?

2. About Barb

3. Welcome to the New World! Fad? Or biggest shift since the industrial revolution?

4. Social Media is a fundamental shift in the way that people communicate. Before you walk into that sales meeting, you’ve not doubt been Googled. What will your buyer find?

5. Social Gain Momentum SLIDE :

8. What About Email SLIDE :

9. WELCOME TO SOCIAL SELLING SLIDE :

10. The Changing World of Sales SLIDE :

11. What Your Prospect Is Thinking

12. Getting to Your Buyer. First Ask… Identify Should I pursue a conversation? What do I know about their needs? Why me and not the competition? Qualify Research Engage

13. Your Goal – Create Value in Advance of the Opportunity SLIDE :

14. It’s about great content! 11/8/2010

18. Getting Started Photo credit: www.freshpeel.com

19. Lead Generation

20. Leverage the Technology www.gist.com www.linkedin.com www.focus.com www.hootsuite.com www.twitter.com www.facebook.com www.wordpress.com www.blogger.com

21. Focus

23. Create Visibility

24. Create Credibility

25. Lead Generation – Search

26. Lead Generation - Companies

28. Go Mobile

30. Build Community & Loyalty – Leverage Facebook

33. Thank You Email: [email_address] | Twitter: @BarbaraGiamanco LinkedIn: BarbaraGiamanco

34. | SLIDE : Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations. ### Social Selling University is brought to you by InsideView a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity. We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to take advantage of the convergence of social media and enterprise applications.