Digital Selling and Sales Training Journal

Discussing social selling trends may seem premature within the sales community as it is still quite new to many salespeople. However, the pace of innovation and disruption in the sales process is accelerating. As social media and the impact of digital channels become prevalent on how business to business buyers buy (yes, getting closer to consumer behavior all the time), it means companies and sales management have realized the importance of social selling in the sales process. Increasingly, every prospect or customer a business wants to engage is online and research shows this is also their preferred method of engagement. Social Selling Trends Future thinking companies and sales teams are implementing effective social selling programs to reach prospects, influence buyers, build credibility, generate leads, increase sales pipeline and retain customers. If you follow sales trends, article after article on buyer behavior is saying that the prospect is more than hal