• This Blog Is Inactive!

    On of May 8, 2009, I moved my blog over to a new domain: DaveSteinsBlog.ESResearch.com

    I will no longer be posting on this URL. Comments will not be moderated. More information.

  • ESR’s STVG

    Here is ESR's highly acclaimed Sales Training Vendor Guide, Third Edition.

ESR’s Survey On Social Media Use in B2B Selling

With the assistance of The TAS Group, ESR recently surveyed nearly 400 users of the following technologies to determine the effects that these new technologies in helping them win B2B sales opportunities:

  • Jigsaw;
  • LinkedIn;
  • Twitter;
  • Plaxo;
  • Facebook;
  • Hoover’s or OneSource.

The pace of technology development today is dizzying. It seems as though a new sales-related technology appears daily. The question is, do these new technologies produce additional sales or just consume valuable selling time and distract sales leaders and their teams from focusing on what can really improve performance?

A few specifics from the survey:

  1. 35% of respondents say that LinkedIn has helped them win sometimes or often;
  2. 69% of respondents say they don’t use Twitter. Of those that douse the tool, 20% say it has not helped them win;
  3. 8% of respondents say that Facebook has helped them win sometimes or often.

Buy the 10-page ESR/Insight™ Brief, The New Social Media: Do They Enable B2B Selling? now.

Photo credit: © altiso – Fotolia.com

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10 Responses

  1. This is great stuff, Dave, and we’re looking forward to reading the whole report.

  2. That’s a great question on whether social medial is a distraction or a valuable business tool. I would suggest the answer is both, and entirely dependent on the user. I have found myself drifting in social media cyberspace. However the value of making connections via these platforms has been undeniable for me. Which one is better for who, depends on your industry and market. Internet based businesses are driving respectable traffic to their sites with twitter. And even I have driven some visitors to my brand new blog just by tweeting. Of course now that I’m without a day job, I have more time to do it. My latest post “A twisted twist of fate” explains. http://salesrepvoice.com/?p=36 ,

  3. Dave,

    Thanks for putting a counterpoint to the unquestioned hype on a use of social media in selling.

    I have made an attempt to give some guidance to those who want to find out for their particular organization whether social media and which one of them is rather a distraction or a valuable business tool.
    http://tinyurl.com/c5ewas

  4. Dave,

    Thank you very much for your comment on my blog post regarding reactions to your survey on B2B social media selling. ( http://is.gd/sglR )

    As I said in my post, I think some people are going to want to discredit it because they don’t want to believe that social media isn’t the answer to all their sales problems. But as with in-person networking, this is about building relationships first. Sales can come from that, but if you’re trying to sell first, you’re going to be disappointed.

    I’m sure you’re spending a lot of time letting everyone know “Yes, we realize that Social Media is about networking and not selling. That was our point!”

    I think it’s a good controversy – people need to think very clearly about WHY they are on social networking sites, what they want out of it and what it’s possible to do with it.

    Regards,
    Beth Bridges

  5. […] Today’s News: Everybody is talking about Twitter, every day – of course, and today is no exception: Over on Dave Stein’s blog he opines “Incorporating Twitter Into My Daily Mix”  Do check out the results of the ESR survey here […]

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