Social selling

The B2B Guide to Social Selling

Social selling is the process of a salesperson using social media channels to engage and interact with prospects, leads and customers.

According to Forrester Research, 57% of the buyer’s journey happens before a sales rep is involved.

Social selling lets your sales people engage with prospects at a much earlier stage. The earlier they engage, the more time and opportunity they have to build sufficient rapport and trust to make a sale.

Through active participation in posting and discussions, the salesperson can show thought leadership and establish themselves as a trusted resource.

If you have not yet incorporated social selling into your business, you’re likely already losing sales to your more socially savvy peers.

This guide explores what’s needed to get the best social selling results in the B2B environment.


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