10 Social Selling Statistics That Prove Its Effectiveness

Social selling is the practice of using social media to build leads and convert those leads to actual sales. It means having a relevant network, cultivating an online reputation, and engaging with content to create a conversation. But does it actually work? Yes! And in this article, we’ll explore 10 social selling statistics that prove its effectiveness. 

What is social selling?

That’s a good place to start. Social selling is a modern sales strategy approach that involves leveraging social media platforms to locate, connect with, understand, and nurture potential customers. Instead of cold calling or mass emailing, salespeople use social media networks to build meaningful relationships with prospects. 

They add value by answering questions, posting relevant content, and providing personalized insights, thereby establishing themselves as trusted advisors. 

This approach not only helps to build trust and credibility but also allows salespeople to engage with customers on their terms, making the sales process more customer-centric and ultimately leading to higher sales conversions.

Want proof? No problem. Just take a look at these social selling statistics. The numbers speak for themselves. 

1. 93% of consumers trust personal recommendations the most

The fact that 93% of consumers trust personal recommendations the most is a significant insight into human behavior and the power of word-of-mouth marketing. This statistic highlights the importance of building strong, positive relationships with customers to encourage them to recommend your business to others.

In the context of social selling statistics, this number underscores the value of creating a positive customer experience that customers will want to share with others. It also highlights the importance of leveraging social networks to facilitate these personal recommendations. 

For example, satisfied customers might share their positive experiences on social media, effectively recommending the company to their followers.

2. 61% of organizations using social selling see revenue growth

The fact that 61% of organizations using social selling see revenue growth underscores the effectiveness of this social media strategy in today’s digital age.

Social selling, which involves using a social media platform or social networking platforms to find and engage with new prospects, is becoming an increasingly essential tool for businesses aiming to increase their reach and revenue.

This statistic suggests that social selling can directly contribute to a company’s bottom line.

The direct engagement with customers on social media not only helps organizations to build stronger relationships with them, but also allows businesses to better understand their customers’ needs, preferences, and behaviors. 

This knowledge can be invaluable when it comes to tailoring products, services, and marketing efforts to fit customer expectations.

3. 56% of sales reps use social media to find new prospects

The fact that 56% of sales professionals use social media to find new prospects indicates the growing importance and effectiveness of social selling strategies. 

Social networks like LinkedIn, Twitter, and Facebook have become essential social selling tools for sales professionals looking to identify and engage with potential customers.

Social media allows sales professionals to expand their reach beyond traditional methods. They can use these platforms to research potential leads, understand their needs and interests, and initiate conversations. It’s a more proactive approach to sales that goes beyond waiting for leads to come in and instead seeks them out.

4. Social sellers are 66% more likely to realize their sales quotas 

Social selling, the art of using social media to find, connect with, understand, and nurture sales prospects, has numerous benefits for both businesses and individual salespeople. 

That explains why social sellers are 66% more likely to reach their quota than more traditional sellers.

Which means that companies that use social selling as part of their strategy are going to have a competitive edge.

Key advantages of social selling include the simple fact that it leads to more sales opportunities.

Why? Because it creates things like increased brand visibility, better lead generation, improved customer relationships, shortened sales cycles, and finally, increased sales.

5. 84% of CEOs and VPs use social media to make purchasing decisions

The fact that 84% of CEOs and VPs use social media to make purchasing calls is a testament to the influential role of social media in today’s business environment. 

This trend indicates how top-level executives are leveraging social platforms not just for networking or personal use, but also as a tool for strategic decision-making.

There are several reasons why CEOs and VPs might turn to social media for purchasing decisions, including real-time insights, peer recommendations, and the opportunity for direct engagement.

6. 92% of B2B buyers are willing to engage with sales professionals who are known as industry thought leaders on social media platforms

Surveys show that 92% of B2B buyers are willing to engage with a sales professional who is known as an industry thought leader, which is a significant finding.

This indicates that perceived expertise and reputation in the industry play a crucial role in the B2B buying process.

Thought leaders are seen as trusted experts in their field, and sources of reliable information and insight. In the context of B2B sales teams, being a thought leader can help sales professionals build credibility and trust with potential buyers. 

When a sales professional is recognized as a thought leader, they’re more likely to be sought out by potential buyers for their insights.

7. 41% of B2B buyers view 3-5 pieces of content online before interacting with a salesperson

The quality and relevance of content are incredibly important for B2B buyers. High-quality, relevant content helps B2B buyers make informed decisions.

It provides them with the necessary insights about a product, service, or industry, allowing them to understand how a particular solution can address their specific needs or challenges.

Quality content establishes a company as a credible, trustworthy source of information. This is particularly important in the B2B space, where purchases often involve significant investment.

Buyers need to trust that they’re making the right decision, and quality content can help build that trust.

Relevant, valuable content attracts potential buyers and moves them through the sales funnel. It can capture their interest, encourage them to learn more, and ultimately convince them to make a purchase.

Given these social selling statistics, it’s clear that investing in quality, relevant content should be a key part of any B2B company’s marketing strategy.

8. 54% of sales reps say technology is great for building better relationships

The fact that 54% of sales professionals say technology is great for building better relationships underscores the crucial role of technology in modern sales processes.

In today’s highly digital and interconnected world, sales and marketing teams are leveraging various technologies to enhance their relationships with customers, streamline their operations, and improve their performance.

Technology can help boost efficiency, improve data analysis, make communication more seamless, and boost collaboration.

In conclusion, technology is not just a tool for increasing productivity; it’s also a key enabler of stronger, more meaningful relationships with customers. As technology continues to advance, it’s likely that even more sales reps will recognize its benefits for relationship-building in social selling.

9. 75% of all internet users use social media to research brands before making a purchase

Social media plays a critical role in the modern sales process.

It provides a platform for companies to interact with prospects and customers, build relationships, and drive sales.

Why? Because so many customers rely on social media to find out about products and get authentic opinions and feedback. 

Which explains why it’s important for sellers to use social media to build positive brand awareness, and engage in thought leadership activity. 

Essentially, social media is a powerful tool for driving sales. However, it’s important to remember that success on social media isn’t just about selling—it’s about building relationships and providing value to your audience. It requires engagement and a consistent presence to yield results in social selling.

10. 31% of B2B professionals claim that social selling helped them build deeper relationships with their clients

The fact that 31% of B2B professionals claim that social selling helped them create deeper relationships with their clients underscores the power of social media in the modern business landscape. 

Social selling refers to the use of social networks to find, connect with, understand, and nurture sales prospects. It does this thanks to a more personalized approach, coupled with the ability to have ongoing online relationships that build trust over time.

It’s important to note that while a social selling strategy can be highly effective, it requires a strategic approach. Sales professionals need to ensure they’re engaging with the right people, sharing the right content, and using the right platforms for their target social selling audience.

Case study: Generali turns thousands of its agents into expert social advisors with Sociabble

Established in 1831, Generali has a long history as a leader in the insurance industry. But they wanted to take their leadership online as well.

As a trendsetter in the industry, Generali knew that the next step was to help their agents become experts in this new domain, and bring their talents and skills to the online, social media realm.

Together with Sociabble, they were able to create a new branded platform designed for sharing content across social media, while also training, onboarding, and rewarding their staff for adopting a new way of interacting with potential and existing clients. 

The Digital Visibility program for agents launched by Generali on the Sociabble platform has been a success in that it’s been adopted by thousands of agents—the initial goal of 30% sharing content four or more times per month was easily reached, and it’s now approaching their primary KPI goal of 50% active.

The social selling program has already been deployed in offices in Italy, France, Slovenia, Vietnam, Switzerland, Austria, and the Czech Republic, proving that a large-scale Employee Advocacy and Social Selling initiative across multiple countries and cultures can work.

Sociabble for an effective social selling program

Sociabble is the total communication solution that’s specifically designed to keep employees connected, informed, and engaged with company life, while also giving them the tools they need to build leads and make sales for social selling. 

With Sociabble, they’ll receive the updates and notifications their job demands, and receive the digital tools they require to easily share content across their social media accounts, regardless of if they’re at a desktop workstation or using a mobile device. 

Sociabble has already teamed up with industry leaders like Coca-Cola CCEP, Primark, and L’Occitane en Provence to enhance their employee communications, and we’d love to discuss ways we can partner with your company as well.