Sales Rises and Falls on Leadership
Talking to a legendary sales leader always makes me smarter.
This conversation with Barb Giamanco is one of those times. If you tune in, you’ll see why, as we go deep into why sales rises – and falls – on sales leadership. We also discuss how to get people’s attention on social media, how to fix the seller’s mindset. Hint: Answer the question: What is important enough that the person you’re trying to connect with that they will take time out of their day? We also cover more about how to drive conversations in a helpful way with those you interact with.Did you know @barbaragiamanco coined the phrase '#socialselling?' Learn about why she did Click To Tweet
A lot of people got freaked out when CEB came out a few years ago and said you know 57 percent of the sales cycle is happening before a buyer decides to engage with a sales rep. Here’s the real deal: I never saw that as a threat. That doesn’t mean that you can’t capitalize on that. All that means is they’re going online to do some early-stage research or they’re going to peer groups, asking questions about what to buy and from whom.
For me, that’s always been an opportunity and that opportunity is to find ways to have your you know your face your voice your thought leadership popping up. So when I think about using LinkedIn for sales it’s a small but powerful strategy.What does @barbaragiamanco think about the CEB survey when it came out? In a word, opportunity #salesClick To Tweet
I’m going to look for any content that you might share might look for an interesting piece about your company. I’m going to use @ mention to mention you in my status update.
Most people don’t realize that at mention works whether you’re connected first second or third it doesn’t matter. So I @mention your name as part of my post.
You’re going to get an e-mail notification. Now you may or may not respond. But humans being what they are. Many times they’ll come back and say thank you really appreciate they shared my article or my post or thanks for congratulating we’re really proud of that award our company just won.
Bam now you’re starting a relationship – but the thing is those things take time. And if I get you to respond to me that’s not an automatic signal that I should go into pitch mode.What tactic do you use to get buyer's attention on LinkedIn? @barbaragiamanco says '@ mention' them #SalesClick To Tweet
Back when I got started in technology sales I was inside sales rep at Microdyne which became Ingram Micro and at the time we were a smaller distributor then some of the other bigger competitors. And the company had made a decision that they were not going to put a limit on an order like you could literally order a six dollar cable.
And we also knew the competitors were putting these limits on the right. So one day a retailer calls me and he says “I feel bad about this but I need to buy one cable, a cable that costs eight bucks.” And I said “All right. Not a problem at all. I’ll help you with that.” And he said, incredulously, “That’s not a problem? You guys let me do that?” I said “Absolutely we’ll take care of that for you. You’ll need to pay for shipping, but it won’t be a lot. But absolutely we don’t have any minimum orders.”
He couldn’t believe it and come to find out we place the order but what he told me was at the end when we finalize the order and all this kind of thing. So it was what a $20 order.
He said “I can’t tell you how much I appreciate it you’d not make me feel like I was less than important because I only needed one cable. Here’s the deal: I went to another company who sold me a bill of goods on something and then they wouldn’t let me take it back and I was stuck with it and I lost a lot of money. So that’s why I just buy a little bit at a time.”
“That guy became a million dollar customer for me, over time. And guess what? Those other competitors who couldn’t be bothered to help him in his earlier stages of growing his business who didn’t care if the orders or they sold him caused him a problem. They were trying to get into the door to get his account. He said no way you guys would pay attention to me when I was a little guy. Now I’m a big guy. Forget it.”Can a $6 sale turn into a $1 million sale? Absolutely says @barbaragiamanco Listen to how she did it #salesClick To Tweet
Everybody grows up eventually right. Business grows up human beings grow up. But ultimately we don’t change. I mean we still trust people that we trust. Bottom line if you screw people when they’re 23 you’re going to screw them again when they’re 53 and they’re not going to like that.
About Barb Giamanco
Barb Giamanco heads up Social Centered Selling. She’s the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy.
After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. She sold as an individual contributor and built and managed corporate sales teams where she earned a reputation for hiring the best of the best. She busted quota through the years of selling to multiple customer types: enterprise, mid-market, small medium business, distributors, retailers, and channel partner customers. She has spent the last 14 years learning what works and what doesn’t when implementing social media strategy as part of a business, sales, and marketing strategy.
With a successful C-level background in Sales, Technology and Leadership Development, Barb’s experience speaks for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives. Through the years she has sold $1B in sales.
Barb is consistently recognized as a Top Sales and Business Blogger, a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter and one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row. Her LinkedIn profile ranks in the Top 1% of all profiles viewed.