Interesting report commissioned by LinkedIn, focusing on US companies and clients, usual stats in how the top performing sales people are now using multiple tools & technology to succeed, what is notable is the rise in positive perception by clients & targets in sales people using social technology to learn, share & engage.
Over 60% view engagement via a social channel as a positive approach.
Over 60% cite the sales person must have an informative LinkedIn profile to be viewed positively.
Also, cold calling is basically dead and referral selling is viewed far more positively.
Over 40% of decision makers are up to 70% more likely to respond to a referral introduction.
Over 35% of decision makers are over more than 70% likely to respond to a referral introduction.
Over 80% of decision makers are less then 30% or never, likely to respond to a cold call.
You can download the full report from LinkedIn below.
