Strategic B2B Social Selling - A brief for the CEO

                                      By Tony J Hughes

Social selling is important because social buying is a reality. Customers begin their buying journey online well before sellers have the opportunity to directly influence them.

This members only paper is written for leaders of businesses engaged in business-to-business (B2B) selling, direct and through channels, and defines what strategic selling looks like and why 'social selling' is important.

The buyer's journey is explained and engagement points identified that enable sellers to be proactive in attracting and engaging potential customers.

The use of social media platforms and tools is discussed with an emphasis on listening and monitoring plus content publishing in social channels to attract customers and accelerate sales results.

This paper concludes by identifying risks to manage and potential actions to implement for an organization committed to transforming their sales organization to lead and deliver improved results.

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