All of those personal hours spent on social media may be paying off for business-to-business (B2B) salespeople. According to March 2015 polling by KiteDesk, 74% of B2B sales professionals in North America who exceeded their 2014 quotas said they were “highly effective” social media users or “better than most,” as did 56% of those who met their quotas. In all, social media-savvy sales reps were 6.7 times more likely to exceed their quotas than those with basic or no social experience.
Results indicated that social media’s influence on locking in a customer had grown. Fully 64% of B2B sales professionals said they had closed at least one deal due to social media usage, vs. 54% in 2012. About one-quarter reported closing six or more in 2014, compared with only 11% in 2012. These figures were even higher for those who exceeded their quotas in 2014, with nearly seven in 10 closing at least one deal as a direct result of social, and 41% closing six or more. Read the rest at eMarketer.