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Social selling has evolved considerably in the
last eighteen months. In 2015, thought leaders aimed to convince organisations about the value
of social selling and establish a broadly accepted definition of the term. The questions being raised and answered were:
What is social selling? Why aren’t more salespeople selling this way? How do we implement it?
Today, October 2016, there is a general consensus that the seller / buyer dynamic has changed and salespeople who practice social selling outperform their peers. Clearly organisations now face a new hurdle: adoption.