Sign On The Dotted Line: Salespeople Using Social Media Outsell Peers, New Study

May 23, 2013  |  

According to social sales specialist  Jim Keenan, author of  The Rise of Social Salespeople,  using social media to sell can boost profits. Given today’s digital world, you’d think most people would take that as a fact. But up until now, there has been little data to back it up. Keenan’s firm recently released a report on the impact of social media on quota attainment, reports Forbes.

Among the findings: In 2012, 78.6 percent of salespeople using social media to sell surpass those who weren’t using social media. More than half of the respondents (54 percent) who used social media reported that their digital usage resulted in at least one closed deal. And more than 40 percent said they’ve closed between two and five deals due to social media.

These numbers are high despite the fact, that just over half of the study’s respondents — 50.1 percent of salespeople — spend less than 10 percent of their selling time using social media. According to Keenan, the top social selling sites were, in order, LinkedIn, Twitter, Facebook , Blogging, Google +, and the ambiguous “Other.”

Do you buy from companies because of their online presence?

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