DocuSign and LinkedIn are partnering to bring you social media best practices in our upcoming webinar, 10 Ways to Utilize Social Selling in 2013. In advance of our webinar, we’ve asked Ralf VonSosen, Head of Marketing for Sales Solutions with LinkedIn (and industry thought leader) to share his ideas on the topic and what you may expect to learn during our webinar.

As we kick off another year, and still digest our new 2013 sales goals, many of us are still asking ourselves: How are we going to get there? Past experience and studies from experts such as SiriusDecisions tell us that we can expect marketing to deliver anywhere from 20-30% of our new prospects.

So where will we find the other 70-80% of our new prospects? From our sales teams and their networks of contacts.

That begs the question: How well prepared is your sales team? The world has changed significantly in the past few years as buyers have become more tech-savvy and socially-empowered. According to a recent IBM study. 75% of B2B buyers are influenced by social media.

In addition, 57% of the B2B buyer’s journey is completed before they ever engage a sales professional. Guess what? That leaves our sales professionals to talk about price and discount when the buyer finally contacts us.

Well then, we need to do more calls to get in early. Cold calls? Ouch! The response rates on cold calls to Director level are abysmal. 97% fail according to Connect&Sell.

Not good. So what are we to do? In our webinar we will discuss how some companies and sales professionals have turned to social networks and media for a competitive advantage. Social selling can impact sales professionals by helping them find the right prospects, gather insights about timing and relevant topics, and finally discover a path to their prospect using a warm introduction.

Want to learn more about how you can leverage social selling to help your sales reps find the right path to close more deals? Join our webinar on Thursday, February 14th from 10:00-11:00 AM PT and learn from experts like: