Social Media

A whitepaper released by IDC Research and LinkedIn focuses on the value of social networks for increasing trust between buyers and salespeople.

According to new research published by IDC and sponsored by LinkedIn, buyers making purchase decisions gravitate to their professional social networks to increase their confidence on a determined product or service. This process is called social buying.

Check out the whitepaper titled Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience, which includes great original data and tips on how to gain trust from buyers and provide them with confidence during the decision making process.

Key takeaways:

  • Creating a trusted network on social media (through thought leadership and personal connections) establishes a first layer of trust between you and potential buyers.
  • 75% of B2B buyers and 84% of C-level/vice president executives surveyed use social media to make purchasing decisions.
  • Online professional networks are the number 1 information preference of buyers in the final stage of the purchase process.

Need help getting started with LinkedIn for sales? Check out our collection of LinkedIn video tips or book a meeting with the using the button below.

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Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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