Best Practice Report

Social Selling

January 1st, 2018


Forrester defines social selling as the use of social media by marketing and sales to listen to, engage and collaborate with buyers online. Fundamental shifts in B2B buying behaviors are enabling reps to use social media, and now is the time to establish social selling guidelines and structure. Sales enablement should play an active role in preparing reps to use social tools, and convincing them that social media must become part of their processes. In addition, sales enablement must ensure social platforms are given a specific purpose in order to derive value from them. In this report, we cover essential principles of social selling.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.