The B2B Buying Cycle Has Changed
According to Forrester, between 50 – 70% of the buying decision is already made before a sales representative becomes involved.
Buyers are now in control. They’re researching, learning and educating themselves online. They are short listing who they want to talk to long before you enter the conversation.
Combine that with the alarming fact that cold calls are ineffective 97% of the time (Source: IBM’s Preference Study) sales teams are searching for ways to engage earlier in conversations.
Sales Reps That Provide Value Will Win Customer Trust
This new buying behaviour has meant that B2B sales organisations need to shift the way they engage with prospective customers.
They need to connect much earlier in the funnel with useful, educational and valuable content that sets out to educate and inform rather than sell.
Mastering this approach involves technique, tools and content.
Deepen Customer Relationships
Social selling is about connecting and nurturing deeper relationships with the customer.
It’s about listening, engaging and sharing insights to better inform your customers and prospects with their decision making process.
A social selling program can help provide earlier access to the customer, increase deal sizes and reduce sales cycles.