12 BIG B2B Social Selling Statistics

Like it or hate it social selling is here to stay and if even just a few of your prospects and customers are using it, it's valuable for you to use it as well.

The reality is for many B2B sellers, even B2C sellers, a lot if not all of their prospects and customers are active on LinkedIn.

With the amount of social selling "gurus" and "experts" rising, we wanted to look at some real numbers and statistics to see what is really working.

Here are 12 essential B2B social selling statistics that highlight the importance and effectiveness of this approach. Along with each statistic, you'll find practical tips on how to apply these insights to enhance your social selling efforts.

1. 78% of Social Sellers Outsell Peers Who Don't Use Social Media

Source: LinkedIn

How to Apply:

Emphasize the importance of social selling within your sales team. Provide regular training on best practices for using platforms like LinkedIn to engage with prospects, share valuable content, and build relationships. Encourage your team to integrate social media into their daily sales activities.

2. 63% of Executives Use Social Media to Research Purchases

Source: IDC

How to Apply:

Ensure that your company's social media profiles are up-to-date and provide valuable content. This includes sharing case studies, whitepapers, and industry insights that highlight your expertise and solutions. Use social media to demonstrate thought leadership and build trust with executive-level decision-makers.

3. LinkedIn Generates 80% of B2B Leads from Social Media

Source: LinkedIn

How to Apply:

Focus your social selling efforts on LinkedIn. Optimize your LinkedIn profile and company page, participate in relevant groups, and consistently share high-quality content. Utilize LinkedIn's advanced search and Sales Navigator to identify and engage with potential leads.

4. Social Sellers Have a 45% Higher Likelihood of Achieving Quota

Source: LinkedIn

How to Apply:

Set clear social selling targets for your sales team and integrate these into their overall quota. Track social selling activities such as connections made, content shared, and interactions with prospects. Recognize and reward those who effectively leverage social selling to meet or exceed their targets.

5. 76% of Buyers Are Ready for a Social Media Conversation

Source: LinkedIn*

How to Apply:

Train your sales team to engage in meaningful conversations on social media. Encourage them to listen actively, ask insightful questions, and provide helpful answers. Use social media interactions to build rapport and move prospects through the sales funnel.

6. 73% of Sales Professionals Using Social Selling as Part of Their Process Outperform Their Peers

Source: Aberdeen Group

How to Apply:

Integrate social selling into your overall sales strategy. Create a social selling playbook that outlines the key activities and best practices for engaging with prospects on social media. Regularly review and update this playbook based on new trends and feedback from your sales team.

7. Buyers Spend 67% of Their Journey Researching Independently

Source: SiriusDecisions

How to Apply:

Provide valuable content that addresses the pain points and needs of your target audience. Use blogs, videos, infographics, and eBooks to educate buyers and help them make informed decisions. Share this content on your social media channels to reach buyers during their research phase.

8. B2B Buyers Are 5x More Likely to Engage with a Salesperson Who Provides New Insights About Their Business

Source: Forrester Research

How to Apply:

Encourage your sales team to share industry insights and personalized content with prospects. Use tools like LinkedIn to stay updated on the latest news and trends in your industry, and share relevant information that can help prospects improve their business outcomes.

9. Content Shared by Employees Receives 8x More Engagement Than Content Shared by Brands

Source: LinkedIn*

How to Apply:

Empower your employees to become brand advocates. Provide them with pre-approved content and encourage them to share it on their personal social media profiles. Offer training on how to build their personal brand and engage with their network effectively.

10. Sales Teams Using Social Selling See a 16% Increase in Win Rates

Source: CSO Insights*

How to Apply:

Leverage social selling tools and analytics to track the impact of your efforts. Use data to identify what’s working and where there are opportunities for improvement. Focus on the activities that drive the highest engagement and conversion rates.

11. Social Selling Leaders Create 45% More Opportunities Per Quarter

Source: LinkedIn*

How to Apply:

Identify the top social sellers in your organization and analyze what makes them successful. Share their best practices with the rest of your sales team and provide ongoing training and support to help all reps improve their social selling skills.

12. 55% of Buyers Turn to Social Media for Recommendations

Source: IDC*

How to Apply:

Build a strong presence on social media where your customers and prospects are active. Encourage satisfied clients to share their positive experiences and recommendations on social platforms. Use social proof to build credibility and attract new leads.

Top Tips for Successful Social Selling

1. Optimize Your Profiles:

Ensure that both personal and company profiles on LinkedIn and other platforms are fully optimized with professional photos, compelling headlines, and detailed descriptions of your products and services.

2. Share Valuable Content:

Consistently share relevant and valuable content that addresses the needs and pain points of your target audience. This positions you as a thought leader and keeps your audience engaged.

3. Engage with Your Network:

Actively engage with your network by commenting on posts, joining conversations, and offering insights. Building relationships is key to social selling success.

4. Use Analytics:

Leverage social media analytics to track the performance of your posts and interactions. Use this data to refine your strategy and focus on what works best.

5. Leverage LinkedIn Sales Navigator:

Invest in LinkedIn Sales Navigator to access advanced search features, lead recommendations, and insights that can help you find and engage with the right prospects.

Conclusion

Social selling is no longer optional in the B2B landscape. By understanding and leveraging the latest statistics and trends, you can enhance your social selling strategy, connect with more prospects, and drive higher sales.

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Keen to learn more? Want to become, or want your team to become LinkedIn & Social Selling masters?

Here are a host of extra resources of mine to help you and your team:

PODCAST?- The Social Selling Podcast

BOOK?- The Ultimate LinkedIn Sales Guide (Available on Amazon)

BOOK?- The Ultimate LinkedIn Messaging Guide (Available on Amazon)

YOUTUBE?- Daniel Disney YouTube Channel

WEBSITE?- www.danieldisney.online

If you're interested in me coming to deliver an?in-person?or virtual?SKO,?Keynote or if you're interested in a Corporate LinkedIn/Social Selling/Sales Navigator Training package, please feel free to pop me a message on LinkedIn or email me directly at [email protected]