Blog Social Selling

When Aiming To Be At The Top In Social Selling, Start At The Bottom


In “How B2B Sales Can Benefit from Social Selling,” an article I wrote with Keith Quesenberry for the Harvard Business Review, we cited a LinkedIn survey that “found that B2B buyers are five times more likely to engage with a sales rep who provides new insights about their business or industry.” We also found that the earlier the sales rep engages with the buyer in the buying process, the more likely it is that he or she will win the sale.

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