* About Barb Barbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media and Social Centered Selling President and Social Sales Strategist. An experienced sales and social media consultant, speaker and coach, Barb was recognized by Inside View as one of the Top 25 Influential Leaders in Sales. 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.Top 25 Influential Leaders in Sales.

* © Social Centered Selling LLC | connect. collaborate. close! Let’s Talk About  A new type of B2B buyer  Sales needs to “ditch the pitch”  Using social to drive revenue  Strategy behind social selling success  Doing your homework  Sales engagement strategies 3

* © Social Centered Selling LLC | connect. collaborate. close! Buyers complete 80% of the buying cycle before interacting with sales. —Source: HBR, Gartner 4

* © Social Centered Selling LLC | connect. collaborate. close! Today’s Buyer  Leverages the social web  Does their own research  Owns the buying process  Is impatient  Avoids risk  Expects immediate value 5

* © Social Centered Selling LLC | connect. collaborate. close! 6

* Sales is Often Disconnected 7

* © Social Centered Selling LLC | connect. collaborate. close! “Whatever sales approach used to work doesn’t work anymore. Scripts and canned speeches about features and benefits fall on deaf ears. Sales professionals need to be visible, proactively engaged and patient.” — Axel Schultze, CEO of Xeequa.com 8

* © Social Centered Selling LLC | connect. collaborate. close! Ditch the pitch! 9

* © Social Centered Selling LLC | connect. collaborate. close! Use Social to Connect on a Personal Level 10

* © Social Centered Selling LLC | connect. collaborate. close!  Networking  Business intelligence  Visibility  Credibility building  Leads 11

* © Social Centered Selling LLC | connect. collaborate. close! 12

* © Social Centered Selling LLC | connect. collaborate. close! Business Acumen Social Media Savvy Sales Skills People Skills Success Requires… 13

* © Social Centered Selling LLC | connect. collaborate. close! And…  Have a plan  Define your prospect  Pick the RIGHT tools  Implement consistently  Measure and track 14

Getting Started 15

* © Social Centered Selling LLC | connect. collaborate. close! Cultivate a Strong Network Barb’s Network in November

* © Social Centered Selling LLC | connect. collaborate. close! Are You Compelling? 17

* © Social Centered Selling LLC | connect. collaborate. close! Can Your Prospect Find You? 18

* © Social Centered Selling LLC | connect. collaborate. close! Engage with Content 19

* © Social Centered Selling LLC | connect. collaborate. close! Be Visible – Share Updates  News  Highlight others  Your thoughts  Industry trends  Promote events  Share company page 20

* © Social Centered Selling LLC | connect. collaborate. close! Demonstrate Expertise 21

* © Social Centered Selling LLC | connect. collaborate. close! 22

* © Social Centered Selling LLC | connect. collaborate. close! Search People 23

* © Social Centered Selling LLC | connect. collaborate. close! Search Companies 24

* © Social Centered Selling LLC | connect. collaborate. close! 25

* © Social Centered Selling LLC | connect. collaborate. close! Go Deeper 26

* © Social Centered Selling LLC | connect. collaborate. close! Opportunity 27

* © Social Centered Selling LLC | connect. collaborate. close! 28

* © Social Centered Selling LLC | connect. collaborate. close! Big News! SunTrust Banks, Inc. : March 09, 2012 SunTrust Names Anil Cheriyan New Chief Information Officer ATLANTA, March 9, 2012/PRNewswire/ -- SunTrust Banks, Inc. (NYSE: STI) today announced that Anil Cheriyan has been named the Company's new Chief Information Officer. He will join SunTrust on April 2, 2012, and report to Chairman and Chief Executive Officer William H. Rogers, Jr. Mr. Cheriyan succeeds Tim Sullivan, who has served as Chief Information Officer since 2003 and is retiring. 29

* © Social Centered Selling LLC | connect. collaborate. close! Agents in Use 30

* © Social Centered Selling LLC | connect. collaborate. close! Company Watchlist: Daily Summary Alert 31

32

* © Social Centered Selling LLC | connect. collaborate. close! 84% of the time an executive will take a meeting when someone from inside their organization (a credible sponsor) makes the introduction. Use a credible sponsor within the client’s organization to help secure access Sponsor Source: Selling to the C-Suite 33

* © Social Centered Selling LLC | connect. collaborate. close! A referral from outside the company will yield a meeting 44% of the time. Use a referral (someone outside the client’s organization), such as a consultant, business associate or friend Referral Source: Selling to the C-Suite 34

* © Social Centered Selling LLC | connect. collaborate. close! Before Engaging…Do Your Homework! 35

Summing it all Up Plan Participate Prosper The Game Has Changed…Adapt! 36

商大师官网： 商大师 —— 让创业更简单 使商业更纯粹 To make the business more simple Make business more pure