prospecting, sales cycle, sales training, social media
Advertising and Promotion Management Commons, Business Intelligence Commons, E-Commerce Commons, Entrepreneurial and Small Business Operations Commons, Marketing Commons, Sales and Merchandising Commons, Technology and Innovation Commons
The Impact of Social Media on the Sales Cycle and Prospecting
Sharing information and networking with business contacts are the crux of social media in sales. The use of social media platforms (e.g., LinkedIn, Facebook and Twitter) for all phases of the sales cycle is a relatively new technique, about 20 years since the arrival of the internet and associated technologies. Research to measure the impact of social media on the sales cycle time is not adequately addressed in the current literature. Our research highlights the impacts of social media on this important business function and examines individual performance aspects associated with the use of social media.