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Social Selling Advisor, Speaker, Author
Social Centered Selling – Atlanta, GA
What you need to know about me…
Sales and Social Selling Strategist, Speaker, Author, Trainer, Advisor. Carried a bag, managed
corporate sales teams, busted quota through the years across multiple customer types:
enterprise, small/medium business, distributors, retailers, and channel partner customers.
Invested the past 10 years learning what works and what doesn't when applying social
media to your sales and business process.
I am the coauthor of The New Handshake: Sales Meets Social Media. I’ve been published in
the Harvard Business Review with the article “Tweet Me, Friend Me, Make Me Buy,” and my
first-of-its-kind research report, “Social Media and Sales Quota,“ proves the measurable
return on investment (ROI) when using social media to sell.
Let’s talk more about improving sales performance.
Call me at 404-647-4925 or Email: firstname.lastname@example.org
The buyers journey…
begins without you!
B2B buyers are 60% through the
initial research phase before
engaging someone from sales.
90% ignore emails and phone calls
92% of buyers trust peer reviews
not your sales pitch.
If you can’t be found online, you
3 in 5 IT decision makers
use social media to learn
about new technologies and
products. Does your online presence scream credibility?
Is your messaging written from the buyers perspective?
Are you using content strategically to increase visibility?
Do you participate in online forums and chats?
Have you cultivated an influential network?
If decision makers are using social media to educate themselves about
product and technology options, you need to be there!
“Engaging in social channels is a key to
becoming a sales leader in your industry.” -
The Aberdeen Group.
“The best reps aren’t just present in social
media, they position themselves as
credible and influential sources in
–Sales Executive Council
The ROI of trust… if
buyers don’t trust you,
they won’t buy from
More profitable deals.
Shorter sales cycles.
Anyone can click on buttons
or share some content. There
is more to the strategy of
The 3-legged stool…
My personal keys to
social selling success…
Learn and share knowledge
Participate in conversations
Support and promote others
“Barb took the time to spend with our team prior to the presentation to learn what critical issues Sprint was facing and how
best to help us. Barb’s session at the meeting was one of the most highly regarded sessions of the three days. In a short
presentation, she delivered usable, critical tools that many of the managers put into motion immediately. She taught them
required elements that should be included in their LinkedIn profiles and how to use related tools, such as Inside View.” –
Carolyn A. Rehling, Former Vice President, Southeast Region & Federal Accounts – Sprint.
“A cold call to the President/IT director resulted in the prospect telling us to call back in a year. After Barb’s strategic
suggestions, one of my reps went on LinkedIn and found a Director of Safety. We called her with a fleet tracking safety
solution and secured a meeting. Now we are working on a solution for 50-75 devices.” –Sprint Sales Manager
“We used Barbara to deliver training to our sales team on two subjects: referral selling and leveraging LinkedIn as a sales
tool. Simply put, Barbara was a huge hit. Both her knowledge of the subjects and her delivery were outstanding. She was
received as credible, practical and effective. Several sales people told me after the training that they had never been to a
better, more impactful training session. I enthusiastically and unequivocally endorse Barbara!” –Tom Ruderman, Executive
Vice President and Chief Human Resources Officer, Active International
“Barb has spoken on 4 occasions to my various Executive Forum groups of CEOs and senior executives. She is a true
professional who knows her subjective matter inside out. She maintains an intellectual curiosity that ensures she stays up to
date (i.e. this moment) and is able to present her material in an easy to understand manner. Most importantly, she doesn’t
over emphasize theory or get caught up in concepts with little value. Barb presents the facts and shows you how to use
Social Media to generate revenue at no tangible cost. What a winning formula!” –Bill McIlwaine, President, Renaissance
SAP Ariba Live Munich and Las Vegas
Microsoft Dynamics US Industry Partner Summit
InsideView Open Lounge – Dreamforce
Microsoft Convergence – Atlanta and Barcelona
Women in Financial & Insurance National Conference
Microsoft S4 Sales Summit
Social Shakeup Conference
Women’s Open Networking
Sales Acceleration Summit – online event
Social Selling Programs delivered to:
Hire me to speak at your
next conference or sales
event or to customize a
social selling program for
your sales organization!