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Over a third of B2B professionals unsure of social selling benefits

B2B professionals using social selling are still finding it difficult to determine its benefits, according to research from CSO Insights and Seismic.

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.

Case study: SAP succeeds with social selling

Software solutions company SAP invested in enablement programmes that took social selling from a novel concept to a quantifiable business driver. Find out exactly how they did it.

Read case study

Over a third of B2B professionals unsure of social selling benefits