This document discusses how public relations can contribute to sales goals through social selling. It provides statistics showing that most B2B buyers now use social media and content to research vendors during the buying process. The document then discusses how a company's online newsroom and PR content can enable social selling by providing valuable content for sales teams to share with target audiences like buyers, media, and influencers. Finally, it addresses how PR can actively support social selling initiatives by distributing articles and engaging in discussions.

1. Next webinar: Digital PR across bordersSEPT

2. How Public Relations can
ontribute to bottom line sales
goals

3. Moderator PresenterPresenter

5. Poll #1: Does your organization engage
in social selling?
A. Yes
B. No
C. No, but it is planned for 2018

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7. 75%
of B2B buyers
now use social
media to
research vendors.
IDC
90%
of today’s B2B
never respond to
cold outreach.
Harvard
Business
Review
6.8
Stakeholders are
involved in B2B
buying process.
CEB
74%
of B2B buyers
choose the sales
rep that was first
to bring value &
insight.
Corporate
Visions
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95%
of B2B buyers
choose the
vendor that
“Provided me
with content to
navigate each
stage of the
buying process.”
Demand Gen
Report
82%
of B2B buyers
viewed at least 8
pieces of content
from the winning
vendor.
Forrester

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lots
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11. PR content
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Marketing content

12. More customer renewals
15%
Greater team quota attained
31%
More opportunities
45%
Outsell their peers
78%
More reps achieving quota
21%
Reach quota
51%

14. SolutionChallenge 1

15. Solution
Challenge 2

16. Solution
Challenge 3

17. Our al l
c e k t l e d
av a l do l
af t eb .

18. Poll #2: Do you (or your PR department) actively
and dedicatedly support social selling initiatives?
A. Yes
B. No
C. No, but it is a priority for 2018

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Then...
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Today...

20. The online newsroom is
arguably the most tangible
digital PR asset a brand
possesses. And therefore, a
key sales enabler...

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22. Target AudienceTarget Audience
Target
buyers
Media such as
newspapers, authority
sites or review sites.
Influencers such as
vloggers, bloggers or
industry / subject
matter experts
$PR
SALES
Sales teams:
- post articles
- send direct messages
- react to discussions

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