From the course: Social Selling with LinkedIn
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Selecting your accounts and buyers - LinkedIn Tutorial
From the course: Social Selling with LinkedIn
Selecting your accounts and buyers
- [Instructor] Technology not only has changed the way people sell, but it's also changed how people buy. For instance, looking at the latest data and research from Gartner CEB and LinkedIn, we know the following. The average B2B buying group size is now made up of six to 10 individuals. On average, 20% of decision makers change roles every single year, and 58% of decisions are made outside the C Suite. With the stats from the previous slide in mind, the concept of single threading versus multithreading becomes even more crucial to adopt and embrace than ever before. Whenever a sales rep develops a single relationship, or a one-to-one, with a single buyer at an account, the account is considered to be single threaded. On the other hand, if a sales rep identifies and develops multiple, or one-to-many, relationships with decision makers, champions and users at an account, it's considered to be multithreaded. Multithreading…
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