Over a third of B2B professionals unsure of social selling benefits
When asked to provide the primary benefits of using tools to increase social sales, 38 per cent of respondents were unsure how they were benefitting.
However, many respondents were more confident, with reduced account/contact research time (39 per cent) and increased number of leads (33 per cent) cited as the primary benefits of social media selling.
Lead development and account research are the main reasons B2B professionals use social selling tools.
Call preparation and contact research were the next commonly cited uses, with brand awareness and building a personal social brand further down the list.