How to Boost B2B Sales with Social Media


Share on LinkedIn

As a driven, competitive sales professional, you are willing to do whatever it takes to increase your sales, network with potential clients, and extend your business’ reach in your industry. Social media now plays a powerful role in how businesses operate across industries. It allows you to gauge customer support for your product or service as well as research your competition. Social media, then, can help you become a better B2B sales professional, even helping improve sales. Understand how to use social media to your advantage in the highly competitive sales industry.

Social CRM

Perhaps the biggest advantage of social media is its ability to connect directly with customers. Social customer research management, or CRM, refers to a business’ ability to interact with customers using social media. Social CRM is a must for sales professionals. Through social media, you can find out what your customers like about your product or service and what they find is lacking. The information you gain through this research will allow you to alter your sales pitch to highlight the product or service’s strengths and address any concerns that potential customers might have. You can even interact with customers to find out what they are looking for in a product or service. This knowledge can help you target your sales pitch and highlight those qualities that customers really want. All of this information comes from social media research.

B2B Research

If your sales career focuses on business-to-business sales, you want to be knowledgeable about the business to which you are selling. With many businesses managing social media pages, you can research your clients in just one click. Regular visits to your clients’ social media pages can give you a wealth of knowledge about the business. What are their customers saying? What needs does the business have? How can your business help theirs? Collecting such information through social media will improve your sales pitch. Your clients will be impressed by your knowledge, and that can translate into increased B2B sales.

Competitor Analysis

Just like your business has social media pages, so do your competitors. Some investigative social media searching can help you assess your competition and better understand the market. Find out what customers are saying on your competitor’s social media pages. Are there complaints or customer service issues? You can use this information to your advantage by highlighting some of the problems with the competition in your sales pitch. The more you know about your competition, the better you will be able to convince your customers that your product or service is better. Social media research can give you this helpful insight.

To maximize sales, you need knowledge–knowledge of your client base and knowledge of your competition. Social media helps you gain this important information in an easy, accessible way. Regular monitoring of social media sites can enhance your sales intelligence and sales productivity, making you the best sales professional you can be.

Other links for Social Selling

Republished with author's permission from original post.

Koka Sexton
Koka Sexton, Social Selling Evangelist and Sr. Social Marketing Manager at LinkedIn, is one of the most recognized social selling experts in the technology industry. A career in helping companies use social media for lead generation, creating new opportunities, and engaging customers. READ MORE at the LinkedIn Sales Solutions blog.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here