Social Selling | Addressing the shift in buyer behaviour


Have you ever asked yourself these questions?

How do we increase our sales pipeline?

How can we outperform our competitors?

How can our sales team be involved in our buyers’ journey?


There’s been a massive shift in B2B buying behaviour

And there is a cost to leaving social selling out of your sales strategy

Just a little over a year ago a DemandGen report on the B2B buyer’s digital DNA was outlined. When the report was released 78% of B2B buyers started their process online. In the time since a whopping 90% are now starting online.

To give you a little more insight, 78% will go directly to a vendor website, 50% turn to social media to look up or look for peer reviews, and 27% conduct anonymous research of a select group of vendors before ever reaching out.

Overall 70% of the B2B buying journey now happens without you. Things like crowdsourcing, shifting early stage buyer behaviour, sphere of influence and even the course of engagement have all shifted.

So now what?

If any of what you’ve read resonates with you, it’s likely time to ditch the cold calling scripts and re-evaluate the mix of your selling tactics.

Using social media for lead generation, or Social Selling, has become the approach chosen by the most successful sales teams. As mentioned earlier, this is because the buying process is happening with or without the guidance of your sales team. So if you’d like to learn more about how to leverage social selling to build and promote your brand and your expertise, just fill in the form below and we’ll be in touch to discuss our social selling mastery course with you at your convenience.

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