Social isn’t just good for closing deals though; respondents found that it was useful throughout the sales process. Three-quarters of B2B sales professionals said social media worked well for nurturing leads and opportunities, two-thirds for building a pipeline and 54% for achieving quotas.
Other research points to the importance of social media in the B2B buying process. In a November 2014 study from Huff Industrial Marketing and KoMarketing Associates, nearly six in 10 US B2B buyers said social media aided their vendor discovery process. And among B2B buyers polled worldwide in late 2014 by SAP, 35% used social media and blogs to research products and vendors. Read the rest at eMarketer.