Talent Builders CEO, Barbara Giamanco is the co-author of The New Handshake: Sales Meets Social Media. 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 ...
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Do You Have a Sales Mindset? by Barbara Giamanco - Sep, 2009 Perception is reality so the saying goes. Never is that more true than when it comes to the process of selling. How you view this critical business function will either help or hinder what you plan to achieve. It seems to me that more than one sales person out there needs this reminder. For the record, I’m calling anyone – that means you too Mr. or Ms. business owner who needs to sell a product or service – a sales person. ... |
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Sales Needs to Change by Barbara Giamanco - Aug, 2009 In a recent presentation I delivered, I talked about how John Patterson, NCR founder is typically credited with being the father of the structured sales process largely in use today. Patterson wanted a way to create a repeatable pattern of sales success and in 1887 rolled out his NCR Primer. Patterson created a detailed management system to monitor and train company salesman. Scripts were given to salesman to memorize and t... |
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Sometimes You Just Gotta Dance! by Barbara Giamanco - Aug, 2009 Sales is a lot like acting and dancing. That’s been my experience anyway. Flexibility, an open mind, great listening skills and a willingness to totally let go of your agenda are key. It is so important to flex and adjust your behavior and communication style with each person you meet, as if you were moving about the ballroom dancing with one partner after another. It is all about appreciating diversity and being willing to fl... |
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Watch Your Words – Your Intelligence is Showing by Barbara Giamanco - Aug, 2009 HALF of adults in America judge people’s intelligence based on email content and format, reports GMX, a free email service for more than 11 million active users in survey research just released today. Of the 1,002 US Adults surveyed who use e-mail for both work and personal reasons, 58 percent of Americans admitted they judge intelligence based on the writing style, tone and language used in email. You can bet they make the... |
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Creating a Retention Culture by Barbara Giamanco - Nov, 2008 Holding on to your valued workers doesn’t end with a competitive paycheck. It requires an environment of great management, open communication, empowerment, and recognition. While the U.S. economy may be growing at a rate of 3-4% each year, employers are seeing a corresponding decrease in the availability of bright, talented 35- to 45-year olds. When you combine that with the idea that at any given time 75% of the employ... |
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Feel Stuck? Hire a Coach by Barbara Giamanco - Nov, 2008 Harvard Business Review reported in November 2004 that annual spending on executive coaching in the United States was estimated at $1 billion. Since that time, the business of coaching has steadily gained in popularity and with any field that grows rapidly there are questions. Some of the more common questions are: • What exactly does a coach do? • What are the benefits of hiring a coach? • What qualifies someone as ... |
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It’s Not the Economy. It’s Your Attitude! by Barbara Giamanco - Nov, 2008 Some would say that we are in a "down economy" and while that may certainly be true for some industries, I believe the real truth is that it is NOT the economy. It’s our attitude! A couple of years ago, I wrote an article called "We Are What We Think About". I believed it then and I believe it now. And, I would add that our success is directly proportional to the positive OR negative thoughts swirling around in our heads.... |
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Network Your Way to Powerhouse Results! by Barbara Giamanco - Nov, 2008 Most people would probably agree that building and effectively utilizing a strong professional network to create success is simply not an option. Yet when it comes right down to it, many people avoid networking like the plague. Women, in particular, shy away from the networking process for a variety of reasons. Perhaps the biggest reason is that women are uncomfortable with the idea that they must sell themselves, their pro... |
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The Amazing Power of Deliberate Focus by Barbara Giamanco - Nov, 2008 Isn’t it amazing how masterful we can become at denial, procrastination, and avoidance, constantly making excuses for why we aren’t accomplishing the goals WE SAY WE WANT! A lot of energy gets wasted in this department. Usually there is far more talking and not enough doing. Far from criticizing, I believe many people generally have good intentions. Though it’s maddening when I hear someone say it...I just don’t have time...I ... |
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The Power of Words by Barbara Giamanco - Nov, 2008 In a world so full of "me first" attitudes, it is no wonder we see so much turmoil and dysfunction in the world around us. The financial fiasco being played out on the national stage is evidence that something is seriously wrong. Day after day, words of disaster come at us from all directions; words that instill fear, panic and negativity. News of foreclosures, more bank failures, bail outs totaling billions of dollars...it is... |
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