Thursday, September 18, 2014 11:15am - 12:00pm
Social Buying Meeting Social Selling: How Trusted Networks Improve the Purchase Experience
- Kathleen Schaub, Vice President, CMO Advisory Service, IDC
Salespeople have long leveraged personal networks to gain the confidence of senior-level decision makers. All things being equal, people prefer to buy from those they know and trust. However, as buyers increasingly engage online instead of personally, are salespeople losing one of their most value strategies? How are senior executives using social media to support their purchasing process – or are they? What changes do salespeople need to make to connect with today's highest-value decision makers? Join Kathleen Schaub, Vice President, IDC CMO Advisory Service as she shares emerging research from a global survey conducted for LinkedIn on this important topic.