Social Selling Statistics

SOCIAL SELLING

STATISTICS21th February, 2014 V4 / Marc Maurer

© 2013 SAP AG. All rights reserved. 2

Sales Quota Social Selling

LinkedIN Twitter Blogs

B2B Buying Process

Types of Selling Statistics


Sales QuotaHow social selling can help salespeople achieving their quota

73% of salespeople who used social selling

techniques met or exceeded quota in 2012.

Sales teams that use social selling techniques

exceed their quota 31% more than non-users.

1

2

72.6% of salespeople who used social selling

outperformed their sales peers in 2012.3

23% of salespeople using social media

exceeded their quota more often.4


Sales QuotaHow social selling can help salespeople achieving their quota

Sales reps using social selling techniques

realize 66% greater quota attainment.

78% of salespeople using social media

outsell their peers.

5

6

57% of top performers have closed a deal that

was originated through social media.7

54% of salespeople closed business as a

direct result of social media.8


B2B Buying Process How the B2B buying process is influenced by social media

84% of B2B decision makers begin their

buying process with a referral.9

10

Customers will complete to 69% of their

buying journey before contacting a supplier. 11

22% of the time spent on the Internet is on

social media sites. 12

50-70% of the buying decision is made before

the sales representative makes contact.


B2B Buying ProcessHow the B2B buying process is influenced by social media

89% of consumers begin searching for

products and services using a search engine.

56% of people feel a stronger connection with

companies who engage on social media.

13

14

B2B buyers look at an average of over 10

digital resources before making a purchase.15

85% of IT Decision Makers use social

networks for business.16



75% of B2B decision makers use social media

as part of their buying process.

During the awareness phase, 54% of tech

buyers are influenced by social media.

17

18

59% of IT Decision Makers are influenced by

at least one social network when deciding.19

75% of B2B buyers claim social media would

likely have influence on a future purchase. 20



73% of IT Decision Makers have engaged

with a vendor on a social network.

89% of B2B IT buyers say vendor-provided

educational content is acceptable on social.

21

22

64% of B2B IT buyers say promotional

content is acceptable on social networks.23


Social SellingHow social selling can help salespeople achieving their quota

65% of a salesperson’s time is spent not

selling.

Top 3 reasons sales people use social media:

networking, prospecting and research.

24

25

30% of world class sales organizations have

used social media to identify decision makers.26

27Sales reps using social selling have a 3.6x

greater chance to meet a decision maker.


Social SellingHow social selling can help salespeople achieving their quota

Social selling yields on average 7.8 appointm.

per week vs. 4.3 (traditional channels).

Social selling has the highest lead to close

rate of all prospecting methodologies.

28

29

30

31

65% of the successful salespeople believe

social media is integral to their success.

55% of customers share a bad customer-

service experience on social media channels.


LinkedInHow LinkedIn can speed up the selling process

Over 15% of B2B buyers engage via LinkedIn

with IT vendors.

74% of B2B Decision Makers use LinkedIn for

business purposes.

32

33

75% of decision makers are using LinkedIn

where they publicly engage with peers.34

40% of B2B decision makers say LinkedIn is

important to research and evaluation.35


TwitterWhy twitter is important for your sales cycle

42% of B2B decision makers are using Twitter

for business purposes.

Twitter users search for B2B brands more

often (30%) vs. average Internet users (12%)

36

37

98% of B2B decision makers are spectators

on Twitter.38

100% of Best-in-Class sales organizations use

Twitter vs. 78% of All Others. 39


BlogsHow blogs influence your social selling position

61% of customers have made a purchase

based on a recommendation from a blog.

81% of online customers trust information and

advice from blogs.

40

41

82% of decision makers are using blogs and

communities where they comment & engage.42


Thank You

Marc Maurer

Global Account Manager at SAP

[email protected]

SOCIALEDGE

Fast forward in social selling

www.socialedge.ch

Business

Social Selling Statistics