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Too Few B2B Sales Executives Tap Social Media as a Resource for Revenue Growth

September 22, 2011, Santa Cruz, CA – Sales Dot Two Inc. today announced that the Sales Strategies in a Social & Mobile World conference will address the top challenges facing B2B sales executives, as listed in a recent survey conducted by Frost & Sullivan. The conference will take place in Santa Monica, CA, on November 14–15, 2011.

The research objective of the survey, conducted jointly with Selling Power magazine (a media sponsor of the conference), was to understand the most pressing external and internal challenges shaping sales executives’ yearly planning.

According to survey results, the highest concerns for sales executives included how to:

  1. respond to price pressure (from competitors, market, customers);
  2. identify high-potential prospects;
  3. align sales processes with buying behavior; and
  4. streamline the sales process.
In regard to social media, the survey found that a majority of sales executives (about 40 percent) are not actively leveraging social media to increase sales effectiveness or generate sales. Instead, social media is being used either "infrequently or for lead generation."

The survey showed that in the Americas, sales executives foresee "little to no increase" in resources in 2011. Sales executives in Europe foresee a "moderate increase" in resources in 2011.

Jake Wengroff, Global Director of Social Media Strategy and Research at Frost & Sullivan, will present commentary based on Frost & Sullivan's 2011 Sales Leadership Priorities survey, with a focus on proven ways that social-media tools can resolve challenges facing sales executives.

All registrants for Sales Strategies in a Social & Mobile World will receive a copy of the 2011 Sales Leadership Priorities Survey.

Read the agenda Schedule a media interview or get a press pass.
Get updates via Twitter @Sales20Conf /#s20c

This is the ideal event for CEOs, VPs of Sales/Marketing/Sales Operations, Directors of Sales/Marketing/Sales Operations/Demand Generation, or other executive-level positions in sales and marketing.

Larissa Gschwandtner
Tel: 831.435.9563