Even before the pandemic, B2B buying habits were changing. Understanding that our customers' buyer journey is digital first and adapting to this has become vital for business success today. Given that up to 90% of the buyer journey carried out online, without any contact with a sales person, we have to think about the multiple digital touchpoints a potential customer might experience with our brand.

Meet Your Customers Where They Are - Online

Ensuring that a brand's website is regularly updated with relevant content (it has to be a 'living and breathing thing') is of course fundamental. But the real conversations are happening on social media, primarily on LinkedIn for B2B, but also on Twitter, Facebook, Instagram and YouTube depending on your industry.

By building your profile, network and regularly sharing both branded and non-branded content, you can position yourself as an expert in your field (not just sales, we're talking about marketing, customer service, technical support - in fact employees from any function can become a 'social' employee!) 



Use Social To Demonstrate Your Industry Expertise

The lack of face-to face meetings means that developing your reputation and sharing know-how digitally has become the primary way to drive your business (how else are your customers and prospects going to know what an expert you are!), just look at these compelling statistics demonstrating the power of social selling:

  • More than 50% of revenue across 14 major industries is generated by social sales.
  • 75% of B2B buyers and 84% of C-level executives are influenced by social media when making purchasing decisions.
  • 48% of companies identified expanding reach to new buyers as a benefit of social sales.
  • Leaders in social sales attract 45% more sales than their peers and are 51% more likely to reach their quotas.
  • Nearly 70% of sales professionals use social selling tools for lead development.

When organisations adapt by embracing social selling and equipping employees with the skills to embed social media into their daily work life, there will be multiple benefits for both the brand and the individual.

At Tribal Impact we feel very privileged to support organisations from SMEs up to Enterprise-level by providing the training, templates and skills to become effective social sellers. It's not an overnight process, but it will pay dividends!

To find out more check out our blog below and see the results which can be achieved...