Quantifying the Value of Social: IBM’s Ed Brill [video]


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When IBM hired researchers to find our whether using social improved the success of their salespeople, this is what they found:

  • The inside sales team using social had 26% more leads.
  • They closed 3% to 7% more business.
  • Their cycle time was faster.

This is a short video interview (filmed by Steve Farnsworth of @Steveology) with Ed Brill, Director of MobileFirst at IBM, and author of Opting In: Lessons in Social Business from a Fortune 500 Product Manager.

Republished with author's permission from original post.

Alyson Stone
Alyson Stone is Content Director for Pipeliner CRM, a sales pipeline management tool built by salespeople for salespeople.


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