2. WHY SOCIAL? A QUICK FACT CHECK
The Game Has Changed
The B2B customer has officially gone digital.
Today, most of B2B buying steps
(up to 70%) are completed before buyers
connect with a salesperson, mostly by using
online resources.
That's right! The buyers complete two
thirds of the journey before you even
know it.
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The New Source of Influence
82% of prospects can be reached "socially"
via online networks.
Decision makers use social networks to
research and exchange information on
vendors, their products and services.
Social media has a significant impact on
customers during all stages of the buying
cycle.
The Old Ways are... "Old"
The effectiveness of cold calling is getting
close to zero.
The same goes for sending cold emails. On
average 200 emails flood your prospect's
inbox every day, most of them unwanted.
Decision makers (over 90% of them) say
they absolutely will not buy from a cold
call or an unsolicited email.
Sales reps who have leveraged social selling in their sales
process produce significantly better results.
Are 79% more likely to attain their quota than ones who don’t!