The vast majority of B2B buyers ignore cold callers and only accept requests from salespeople if they are routed through mutual contacts. In the digital age, this concept is called social selling.
According to MHI Global Research Institute, 72% of world-class Sales Performers are accelerating the adoption of social selling as mainstream sales competency in their organizations by establishing guidelines and standards for the use of social media.
In this webinar, Ms. Pascale Hall will offer her insights about social selling. What it takes, the underlying strategy that needs to be defined, and its benefits – reduction of sales cycle times and lead generation costs among others.
Pascale Hall is Partner at Minds&More. She has more than 25 years of experience in sales and sales management, and as sales performance consultant. She has worked at the highest levels with a variety of international clients across healthcare, logistics, manufacturing, IT, telecommunications and defense and aerospace sectors.
Pascale believes that sales performance is not exclusively the domain of the salesperson and she assists management teams in the development of strategy, organisation, process, skills, knowledge and attitude to improve sales team efficiency. Her focus: professionalising sales in large or complex sales force environments.
Facilitator: Deva Rangarajan, Director of the Sales Excellence Centre at Vlerick Business School.