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    How B2B Sales Can Benefit from Social Selling

    Dec 01, 2017 4 minutes
    BY LAURENCE MINSKY & KEITH QUESENBERRY

    A recent study found skilled social media sales professionals are six times more likely to exceed quota over peers with basic or no social media skills. It is time to get started with social selling and meet your prospects where they’re spending their time.

    WHY USE SOCIAL SELLING?

    • 75% of B2B buyers use social media in buying decisions

    • The social content of winning vendors impacts the decisions of 82% of buyers

    • 72% of sales people who use social selling say they outperform their peers.

    Outbound B2B sales are becoming less-and-less effective. In fact, a recent survey by Forrestor found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%,

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