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 executives. Throughout her sales career, Barb has sold $1B in products and services.

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	Have You Compromised Your Values? by Barbara Giamanco - Jul, 2010 At the core of what I believe about success in life is personal accountability and responsibility. This is certainly true in sales. If you are not hitting quota, have you taken the time to evaluate your own actions, attitudes and beliefs? Or, as so often happens, are you blaming the econom...
	How to Fix Six Dysfunctional Social Sales Behaviors by Barbara Giamanco - Jul, 2010 Utilizing the appropriate social media to tools to improve sales performance represents an investment of time, and depending on the types of tools that you are using, money. A common myth is that social media doesn’t actually work; in terms of driving the sales process forward. It does,...
	NextGen Sales: Understanding Social Selling by Barbara Giamanco - Jun, 2010 There is fair amount of buzz about a concept called “social selling” (often used synonymously with Sales 2.0, a term coined and trademarked by Nigel Edelshain). Certainly some people will argue that sales, particularly B2B sales, has always depended on a sales reps ability to build a relat...
	Five Ways to Screw up Your Sales Leads by Barbara Giamanco - May, 2010 Companies invest sizable chunks of time and money implementing lead generation campaigns that are designed to deliver high potential sales opportunities to their sales force. The idea is that sales activity becomes more focused when reps are responding to qualified leads that have the high...
	No Magic Bullet for Sales by Barbara Giamanco - Jan, 2010 2009 will be a year remembered for many things. Most of them non too positive. Financial meltdowns, rampant greed, thousands put out of work. Fear, negativity, anger and often complete disrespect for other human beings showed up everywhere. For entrepreneurs, it proved tough just trying to...
	Is it Time to Just Say NO? by Barbara Giamanco - Nov, 2009 "Most of us are busy, but undisciplined. We are active, but not focused. We are moving, but not always in the right direction." – Jack Canfield In the things they never told me before I became an entrepreneur file is how important it is to be a good steward of time. For most of us, we ...
	I Met 35 Great People by Barbara Giamanco - Nov, 2009 Last week was a busy week, and WOW, was it ever productive. When is the last time you felt that your networking efforts were truly productive? Networking is an essential element of your overall sales strategy. It is so important to your sales success that it requires some thought as ...
	Time for a Reboot by Barbara Giamanco - Nov, 2009 A series of recent events has me thinking about how “stuck” people seem to be in their approaches to situations of all kinds. As human beings, I suppose its part of our hard wiring to resist change, even when presented with information suggesting we move in another direction would be wise....
	Instant Really Isn’t by Barbara Giamanco - Oct, 2009 Instantaneous: occurring with no delay; “relief was instantaneous”; “instant gratification” It is sooo tempting to want instant. Instant success, instant love, instant cash flow, instant sales, instant weight loss...basically, instant results. It’s human I suppose. We feel pain and then...
	Do You Want Fries With That Burger? by Barbara Giamanco - Sep, 2009 A conversation earlier today reminds me of what I see as a pervasive, obsessive attitude in our society – a me first, quick fix, I’m so important, gotta have it now mentality. That attitude and short sighted thinking can never lead to building a sales pipeline that leads to closing busines...
	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. F...
	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 Prime...
	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 ...
	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 ...
	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 i...
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