Social Selling - How to Connect & Engage with the Modern Buyer
Finding customers and successfully engaging with them has always been a fundamental challenge for sales organizations. With an estimated 152 million blogs, 25 billion messages sent via Twitter, and 2 billion Internet users worldwide, social networks represent valuable prospecting and customer-relationship opportunities for sales teams around the globe.
However, the customer's ability to independently discover and broadcast information across a variety of social networking platforms has in turn diminished a longstanding corporate ability to influence and control the way products, solutions, and services are perceived in the market. The twenty-first-century prospect now has greater access to company and product data – including peer reviews and referrals – than at any time in history. As a result, the sales professional is no longer the keeper and disseminator of information; that role has been usurped by the ever-widening social Web.
However, the customer's ability to independently discover and broadcast information across a variety of social networking platforms has in turn diminished a longstanding corporate ability to influence and control the way products, solutions, and services are perceived in the market. The twenty-first-century prospect now has greater access to company and product data – including peer reviews and referrals – than at any time in history. As a result, the sales professional is no longer the keeper and disseminator of information; that role has been usurped by the ever-widening social Web.
Buyers today can get through about 60 to 70 percent of the buying cycle before they even pick up the phone and call the representative.
GREGORY BRUSH
VICE PRESIDENT OF SALES & CUSTOMER SUCCESS, INSIDEVIEW
GREGORY BRUSH
VICE PRESIDENT OF SALES & CUSTOMER SUCCESS, INSIDEVIEW
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