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{"id":146298,"date":"2023-01-11T18:00:00","date_gmt":"2023-01-11T17:00:00","guid":{"rendered":"https:\/\/www.ieseg.fr\/?post_type=news&p=146298"},"modified":"2025-09-10T11:41:18","modified_gmt":"2025-09-10T09:41:18","slug":"salespeople-leverage-social-media-boost-sales-performance","status":"publish","type":"news","link":"https:\/\/www.ieseg.fr\/en\/news\/salespeople-leverage-social-media-boost-sales-performance\/","title":{"rendered":"How salespeople can leverage social media to boost sales performance"},"content":{"rendered":"

In an increasingly competitive sales environment, salespeople must be abreast of advancing technology, especially in our digitalized world. Professor Deva Rangarajan explains how incorporating social media into every salesperson\u2019s tool kit and using it in the right ways can be integral to success<\/strong>.<\/p>\n

Based on an interview with Professor Deva Rangarajan on his paper \u201cThe impact of business-to-business salespeople\u2019s social meia use on value co-creation and cross\/up-selling: the role of social capital,\u201d co-written with Professors Omar S. Itani and Vishag Badrinarayanan, published in European Journal of Marketing, September 15, 2022.<\/p>\n

Digital technologies, especially the now-ubiquitous social media, have altered the sales landscape forever. It\u2019s flagrant with celebrities leveraging their Instagram or Twitter accounts to advertise to their millions of followers, but the process is less obvious in the business-to-business domain. \u201cWhen Kim Kardashian says, \u2018buy this product,\u2019 people will buy it, but with B2B it is not so clear,\u201d comments Professor Rangarajan, who devoted a recent study to B2B sales and social media. Indeed, telling a story in just a few characters in a LinkedIn or Twitter post is unlikely to win a client over.<\/p>\n

Read the full article on I\u00c9SEG Insights<\/strong><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"