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Social Selling Statistics

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As social selling is rising in public awareness, so do studies exploring its effects on sales processes and consequently quota achievement. In order to capture a broader set of such numbers, I put together a slide deck listing 42 impressive social selling statistics.

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Social Selling Statistics

  1. 1. SOCIAL SELLING STATISTICS 21th February, 2014 V4 / Marc Maurer
  2. 2. Types of Selling Statistics Sales Quota B2B Buying Process Social Selling LinkedIN Twitter Blogs © 2013 SAP AG. All rights reserved. 2
  3. 3. Sales Quota How social selling can help salespeople achieving their quota 1 73% of salespeople who used social selling techniques met or exceeded quota in 2012. 2 Sales teams that use social selling techniques exceed their quota 31% more than non-users. 3 72.6% of salespeople who used social selling outperformed their sales peers in 2012. 4 23% of salespeople using social media exceeded their quota more often. © 2013 SAP AG. All rights reserved. 3
  4. 4. Sales Quota How social selling can help salespeople achieving their quota 5 Sales reps using social selling techniques realize 66% greater quota attainment. 6 78% of salespeople using social media outsell their peers. 7 57% of top performers have closed a deal that was originated through social media. 8 54% of salespeople closed business as a direct result of social media. © 2013 SAP AG. All rights reserved. 4
  5. 5. B2B Buying Process How the B2B buying process is influenced by social media 9 84% of B2B decision makers begin their buying process with a referral. 10 50-70% of the buying decision is made before the sales representative makes contact. 11 Customers will complete to 69% of their buying journey before contacting a supplier. 12 22% of the time spent on the Internet is on social media sites. © 2013 SAP AG. All rights reserved. 5
  6. 6. B2B Buying Process How the B2B buying process is influenced by social media 13 89% of consumers begin searching for products and services using a search engine. 14 56% of people feel a stronger connection with companies who engage on social media. 15 B2B buyers look at an average of over 10 digital resources before making a purchase. 16 85% of IT Decision Makers use social networks for business. © 2013 SAP AG. All rights reserved. 6
  7. 7. B2B Buying Process How the B2B buying process is influenced by social media 17 75% of B2B decision makers use social media as part of their buying process. 18 During the awareness phase, 54% of tech buyers are influenced by social media. 19 59% of IT Decision Makers are influenced by at least one social network when deciding. 20 75% of B2B buyers claim social media would likely have influence on a future purchase. © 2013 SAP AG. All rights reserved. 7
  8. 8. B2B Buying Process How the B2B buying process is influenced by social media 21 73% of IT Decision Makers have engaged with a vendor on a social network. 22 89% of B2B IT buyers say vendor-provided educational content is acceptable on social. 23 64% of B2B IT buyers say promotional content is acceptable on social networks. © 2013 SAP AG. All rights reserved. 8
  9. 9. Social Selling How social selling can help salespeople achieving their quota 24 65% of a salesperson’s time is spent not selling. 25 Top 3 reasons sales people use social media: networking, prospecting and research. 26 30% of world class sales organizations have used social media to identify decision makers. 27 Sales reps using social selling have a 3.6x greater chance to meet a decision maker. © 2013 SAP AG. All rights reserved. 9
  10. 10. Social Selling How social selling can help salespeople achieving their quota 28 Social selling yields on average 7.8 appointm. per week vs. 4.3 (traditional channels). 29 Social selling has the highest lead to close rate of all prospecting methodologies. 30 65% of the successful salespeople believe social media is integral to their success. 31 55% of customers share a bad customerservice experience on social media channels. © 2013 SAP AG. All rights reserved. 10
  11. 11. LinkedIn How LinkedIn can speed up the selling process 32 Over 15% of B2B buyers engage via LinkedIn with IT vendors. 33 74% of B2B Decision Makers use LinkedIn for business purposes. 34 75% of decision makers are using LinkedIn where they publicly engage with peers. 35 40% of B2B decision makers say LinkedIn is important to research and evaluation. © 2013 SAP AG. All rights reserved. 11
  12. 12. Twitter Why twitter is important for your sales cycle 36 42% of B2B decision makers are using Twitter for business purposes. 37 Twitter users search for B2B brands more often (30%) vs. average Internet users (12%) 38 98% of B2B decision makers are spectators on Twitter. 39 100% of Best-in-Class sales organizations use Twitter vs. 78% of All Others. © 2013 SAP AG. All rights reserved. 12
  13. 13. Blogs How blogs influence your social selling position 40 61% of customers have made a purchase based on a recommendation from a blog. 41 81% of online customers trust information and advice from blogs. 42 82% of decision makers are using blogs and communities where they comment & engage. © 2013 SAP AG. All rights reserved. 13
  14. 14. Thank You Marc Maurer Global Account Manager at SAP marc.maurer@sap.com © 2013 SAP AG. All rights reserved. SOCIALEDGE Fast forward in social selling www.socialedge.ch 14

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