The role of social selling in improving lead generation in a B2B organization
Thakur, Sunil Kumar (2023)
2023
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2023120534275
https://urn.fi/URN:NBN:fi:amk-2023120534275
Tiivistelmä
The study aims to investigate how social selling can be a useful strategy to generate warm sales leads. With the increase in digitization, there is a significant change in buying behavior and social selling has become an important business development strategy. Social selling leverages the capabilities of social and digital platforms to understand, connect with, and proactively engage influencers, prospective customers, and existing clients at crucial stages throughout their buying journey.
The study aims to answer the question “ What is the role of social selling in improving lead generation in a B2B organization?.” It aims to investigate the role of personal branding of the salesperson developed through relationship building with the ideal customers during the study. The study also provides insights into the different types of social media content created and how it engages prospects and builds rapport and trust with them.
The study applies the inductive research approach that evaluates observations/tests, theory, and patterns. The performance data of different content is collected through a Social media platform i.e. LinkedIn and the idea to create more social media content is collected through a survey questionnaire through Webropol by collecting responses from 72 ideal customers with whom relationships were developed during the study period.
The results from the study period were very promising and serves as a motivation to continue social selling as part of the sales strategy.
The study aims to answer the question “ What is the role of social selling in improving lead generation in a B2B organization?.” It aims to investigate the role of personal branding of the salesperson developed through relationship building with the ideal customers during the study. The study also provides insights into the different types of social media content created and how it engages prospects and builds rapport and trust with them.
The study applies the inductive research approach that evaluates observations/tests, theory, and patterns. The performance data of different content is collected through a Social media platform i.e. LinkedIn and the idea to create more social media content is collected through a survey questionnaire through Webropol by collecting responses from 72 ideal customers with whom relationships were developed during the study period.
The results from the study period were very promising and serves as a motivation to continue social selling as part of the sales strategy.