New Social Selling Statistics

New Social Selling Statistics

According to Gerhard Gschwandtner, Founder and Publisher of Selling Power magazine, the average buyer is 70% through the decision-making process before they engage with a sales person. How? The Internet has empowered buyers more than any other time in history. Buyers can now do a Google search; pick the top three vendors; go to their websites; read about their products; determine how much they cost; and decide if they are a good fit. Buyers can also try most products for free and network with existing customers already using them.

How then can sellers be successful in the new Sales 2.0 world? They must earn customers by: 1) Increasing their profile and stature online as functional/industry experts; 2) Sharing high-value content and knowledge; and 3) Targeting buying signals and engaging in conversations early. Buyers are far more responsive to social media messages around relevant topics initiated by the buyer or seller. Using social media to sell can increases performance. According to a recent survey by Jim Keenan, author of A Sales Guy Blog, between 2010-2012:

  • 78% of sales people using social media outperformed sales people who did not use social media.
  • 54% of sellers closed one deal with social media while 40% of sellers closed two to five deals with it.
  • 48% of social media users hit their quota while only 44% of non-social media users hit their quota.
  • 33% of social media users exceeded their quota by 10% while only 26% of non-social media users exceeded it.
  • 20% of social sellers missed their quota while 30% of non-social sellers missed it.

Sellers must always go to where their customers and prospects are. Today, both customers and prospects are on social media. Social media is a powerful communication platform and communication is the heart of selling.  According to Keenan’s survey, the top social selling sites are LinkedIn, Twitter, Facebook, Blogging and Google+. In the social world, leads can be comments on Facebook, complaints on Twitter or questions on LinkedIn. Thus, having a Twitter account is no longer a nice to have, it is a must have for the successful (social) seller.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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2 Responses to New Social Selling Statistics

  1. Denise Karr says:

    I am extremely inspired by the layout of your blog and your writing talent. Keep up the great quality of writing.

    Like

  2. Gordon Selig says:

    Way cool! Some extremely valid points! I appreciate you writing this post and also the rest of the site is really good.

    Like

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