The Future of Sales
LinkedIn developed the Sales Navigator to build a product for a huge new market demand, Social Sales. To follow the trend and use all possible tools, companies build their own social media departments to create content together with marketing and sales professionals, to use social networking to engage, build trust and, finally, sell.
Why is it so important to target Social Buyers?
This LinkedIn market research explains how important the influence of online connections is and why it is worth the money and effort to network online.
- Social buyers have 84 % more money to spend
- Make purchases for their entire company, business unit, multiple department
- Spend money more frequently than other B2B buyers
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| Screenshot from LinkedIn webinar presentation. |
Why use Social Media to engage with people on a network?
- 5 x more likely to known in an unfamiliar industry and easier to engage
- 5 x more effective to get a meeting appointment when introduced to someone in my network
- 5 x more effective to get interviews if you are able to provide insights
Researchers have found that company purchasers are more willing to buy from a sales person if he is connected with at least 5 people in his company. Company knowledge, blog posts and social network gain trust and, as a result, the numbers of buyers would increase.
Most decision makers ignore cold calls
Managers are very busy and have often other things to do than getting to know new sales people. They don't have time to talk to everyone who calls. This is why it is better and more successful to engage upfront, letting the potential buyer know in advance who you are and why it might be worth talking to you. It would be more personal and easier to engage.
Buyers processes have changed. They use social media to be better informed and potentially to influence clients purchasing decisions. If we all sell the same products, our professional branding will be what makes us stand out, and this is yet another market trend that LinkedIn has successfully captured.
Buyers processes have changed. They use social media to be better informed and potentially to influence clients purchasing decisions. If we all sell the same products, our professional branding will be what makes us stand out, and this is yet another market trend that LinkedIn has successfully captured.