Ibm social selling tony wehrstein
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Social Selling a Matter of Trust
Transcript of Ibm social selling tony wehrstein
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 [email protected]
