Gartner Research

Tech Go-to-Market: Focus 'Social Selling' for B2B Sales on Preparation and Engagement, Not Selling

Published: 22 October 2015

ID: G00263698

Analyst(s): Hank Barnes , Derry Finkeldey

Summary

The use of social networking offers technology sellers an additional path to connect with customers. Providers should use their social efforts to improve preparation and uncover customer insights, to provide more value when engaging, so improving the customer experience.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Great Social Sellers Focus on Preparation
  • Use Social to Connect and Engage — Not Explicitly Sell
  • Don't Sacrifice on Governance and Training
  • Conclusion

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