1. Social Selling a Matter of Trust

2. Fundamental Changes Ahead

3. From Offline ...

4. … to Online

5. the World is inter-connected

6. We live in
Trusted
Networks

7. Online communication
happens....
… whether you are
part of it or not

8. 86 % of business technology decision makers use
social media for professional reasons
80 % of decision makers' research is done before they
contact a vendor

9. Customer progress in todays B2B purchase
experience

10. • 45 % of consumers have no specific Brand or
Business in mind when they begin their search on
their desktop or smart phone
• 90 % of online users trust recommendations from
people they know
• 70 % trust opinions of unknown users
• 86 % online US adults, 79 % European online adults
engage with social media. While in BRIC countries,
93 % of online users use social tools

11. The influence of trust
Source: Edelman Trust Barometer

12. Trusted Spokesman
Source: Edelman Trust Barometer

15. Shaping the Sales Process

16. Tony Wehrstein IBM Switzerland Ltd.
Certified IT Specialist Vulkanstrasse 106 P.O.
IBM Software Group Box
CH-8010 Zürich
Mobile +41 79 342 1856
tweh@ch.ibm.com