Social Sales Success in the B2B Environment

jlnpr: PR + Marketing + Social Media

In this modern age, consumers look to their peers to know what they should purchase. ‘Social selling’ is based upon building a connection between the brand and consumer in a social media setting for a better and more connected sales experience.

However, this experience is not just solely for business to consumer brands. A study by the CEB reports: “60% of the B2B buying process in a complex sale is already complete before the prospects are willing to engage with a live salesperson.” According to Ridge Consulting, the emerging trend is that B2Bs are increasingly using fully integrated social media, with 37% of those surveyed saying they will be very involved in social media in 2014 and only 4% reporting they would not use it.

Three separate companies shared statistics on how they utilized social selling to significant success. LinkedIn saw a 50% increase in converting leads, IBM saw a…

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