IBM STUDY ON COLD CALLING = 97% INEFFECTIVE LEADS TO 400% INCREASE IN SALES
IBM’s preference study indicated that cold calls and cold calling are 97% ineffective.
The same study also revealed that 75% of respondents are more likely to use social media in future purchasing decisions.
Because of this data, IBM implemented a social selling program that saw a 400% increase in sales.
Research by Altimeter Group found that only 11% of companies used customer-facing social media efforts for sales.
But while adoption is currently low, performance results for early adopters are impressive.
A research report described in Forbes demonstrates the link between social selling and sales performance.
Among the findings, 78.6% of sales pros using social selling techniques outperformed their non-social peers, and those social selling reps were 23% more successful in exceeding their sales quota (by more than 10%).