Our “Social Media and Sales Quota” survey report is packed with great highlights about how sales people use social media to sell. You will discover that 78.3% of our survey respondents do use social media in their selling process and that 72.6% of sales people using social media outperformed their sales peers in 2012! Here are just a few of our key findings… Quota attainment and sales performance. In 2012, 72.6% of sales people using social media as part of their sales process outperformed their sales peers and exceeded quota 23% more often. There is a direct correlation between closed deals and social media usage. Sales leaders want to know where the Return-on-Investment (ROI) is if their sales people spend time on social media sites. 54% of our survey respondents have tracked their social media usage back to closed deals. The time investment in using social media to sell. A common concern among sales leaders is that their sales people will spend more time on social media sites then they will actually spend selling. It turns out that their concern is unwarranted. 50.1% of sales people told us that their time spent using social media ranged from less than 5% to up to 10%. And so much more...

1. Social Selling and Sales Quota
The Impact of Social media on Sales and Corporate Revenue
@barbaragiamanco @salessmarts #socialselling

2. About Barb
Barbara Giamanco is the co-author of The New
Handshake: Sales Meets Social Media and author of
Tweet Me, Friend Me, Make Me Buy published in the
July 2012 edition of the Harvard Business Review.
Known as a Social Selling Rainmaker, she is an
experienced sales and social media advisor, speaker
and coach. Barb was recognized again in 2012 by
InsideView as one of the Top 25 Influential Leaders in
Sales. Recently, she was named one of the Top 25
Sales Influencers on Twitter by Radius Intelligence.
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.
©2013 Social Centered Selling and A Sales Guy Consulting

3. Social Selling is the process of using
social media to network, prospect,
research, engage, collaborate, teach
and close all with the purpose of
attaining quota and increasing
revenue.

4. Today’s buyer begins the buying process without the
involvement of sales 60%-80% of the time.
Cold calling and spam emails have diminished in effectiveness,
with some 92% of buyers say that they merely “hit delete”
when the email or call comes from someone that
they do not know.
©2013 Social Centered Selling and A Sales Guy Consulting

5. This begs the question, is social media
an effective selling tool to reach today’s
new, more educated, informed, busy
buyer?

6. Our goal was to answer this question and more!
Survey conducted in the Fall of 2012 by Social Centered Selling and A Sales Guy Consulting.

7. Over 41% of
respondents
have an annual
quota of $500K
to $5M.
©2013 Social Centered Selling and A Sales Guy Consulting

8. Today’s savvy seller
recognizes that a
better-informed and
more connected
customer controls
the buying process.
©2013 Social Centered Selling and A Sales Guy Consulting

9. Does Using Social Media Drive Revenue?
In 2012, 72.6% of sales people using social
media as part of their sales process
outperformed their sales peers and
exceeded quota 23% more often.
54% of our survey respondents have
tracked their social media usage back to
closed deals.
Of them, 40% have closed more than one
deal (2-5) and another 10.8% have closed
more than 5 deals using social media!
©2013 Social Centered Selling and A Sales Guy Consulting

10. Assume you have 50
sales people on your
team and the
average deal size is
$50,000.
If every salesperson
on the team closed
one additional deal, The investment in using
you would see an social media to sell is worth
increase of $2.5M it!
in revenue
generated!

11. What About Training?
Almost 75% of the
sales people
surveyed told us
that they received
no training on how
to use
social media at all.
That’s a problem!
©2013 Social Centered Selling and A Sales Guy Consulting

12. ABSOLUTELY!
©2013 Social Centered Selling and A Sales Guy Consulting

13. Full Survey Report Available Now!
http://scs-connect.com/social-media-does-impact-revenue
©2013 Social Centered Selling and A Sales Guy Consulting

14. Let’s Stay Connected
Barbara Giamanco, President and Social Selling Advisor
Contact me at (404) 647-4925
Social Centered Selling LLC
3522 Ashford Dunwoody Rd NE #413
Atlanta, GA 30319
www.linkedin.com/in/barbaragiamanco
www.twitter.com/barbaragiamanco www.facebook.com/SocialCenteredSelling
www.twitter.com/salessmarts
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©2013 Barbara Giamanco All Rights Reserved
©2013 Social Centered Selling