Let’s start by grounding ourselves on why social selling matters. The team at Maximize Social Media put together the infographic below to summarize how B2B sales has changed vs. just a few years ago. In short, inbound marketing and social selling are replacing cold calling and in-person lead generation as the preferred method of opening B2B sales opportunities.
Social selling matters today because today’s B2B buyers prefer doing their own research (often online) before contacting a sales person, and they are spending more and more of their time learning about their options from other people in social media. If you aren’t actively engaging with them there, you can’t participate in the conversation.