Social Selling a Matter of Trust

Fundamental Changes Ahead

From Offline ...

… to Online

the World is inter-connected

We live in

TrustedNetworks

Online communication happens....

… whether you are part of it or not

86 % of business technology decision makers use social media for professional reasons

80 % of decision makers' research is done before they contact a vendor

Customer progress in todays B2B purchase experience

• 45 % of consumers have no specific Brand or Business in mind when they begin their search on their desktop or smart phone

• 90 % of online users trust recommendations from people they know

• 70 % trust opinions of unknown users

• 86 % online US adults, 79 % European online adults engage with social media. While in BRIC countries, 93 % of online users use social tools

The influence of trust

Source: Edelman Trust Barometer

Trusted Spokesman

Source: Edelman Trust Barometer

Shaping the Sales Process

Tony WehrsteinTony WehrsteinCertified IT SpecialistIBM Software Group

IBM Switzerland Ltd.Vulkanstrasse 106 P.O. BoxCH-8010 Zürich

Mobile +41 79 342 1856tweh@ch.ibm.com