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Topics Covered: <a href='/resources/search/?query=content sharing'>content sharing</a> | <a href='/resources/search/?query=prospect growth'>prospect growth</a> | <a href='/resources/search/?query=social sharing'>social sharing</a> | <a href='/resources/search/?query=social characteristics'>social characteristics</a> | <a href='/resources/search/?query=social channel'>social channel</a> | <a href='/resources/search/?query=online prospecting'>online prospecting</a> | <a href='/resources/search/?query=prospect base'>prospect base</a> | <a href='/resources/search/?query=social prospecting'>social prospecting</a> | <a href='/resources/search/?query=Prospecting'>Prospecting</a> | <a href='/resources/search/?query=social media strategy'>social media strategy</a> | <a href='/resources/search/?query=Social media'>Social media</a>
Marketing & Tech
Feb 9, 2015 | The Canadian Professional Sales Association lock

According a recent study published by Forbes, 78.6% of sales people using social media to sell out performed those who weren’t using social media. In the same study, Forbes identifies that non-social media users miss quota 15% more often than social media users. Given these statistics, which social media platform is the best for sales professionals to build a prospect base?

Like each of one your prospects and clients, your needs are unique, even when it comes to social media. Therefore, identifying the right social media platform for you is crucial. Every social media channel has a unique set of characteristics that attract specific customers, so it is important to remember that not all platforms are suitable for every salesperson. Broadly speaking however, for sales professionals interested in building up their prospect base, LinkedIn has become the most popular social sharing site in the business world. While sites like Twitter and Facebook act as useful platforms for quickly sharing content, you are less likely to build rapport with prospects. LinkedIn acts as a catalyst for professional discussion between likeminded individuals.

According to sales expert, Jill Konrath, knowledge of LinkedIn’s capabilities is limited, but if used correctly, can result in rapid prospect growth. Sales professionals, who are successful on LinkedIn, spend an average of 6 hours on the site each week.  In addition, Konrath states that LinkedIn’s own mail system is more effective for a reply than a standard email is.

Interested in LinkedIn groups? You should be! Konrath explains that more than 75% of successful sales professionals on the platform are part of 11 or more groups.  Not only do they benefit from networking with likeminded professionals, but they also get a deep understand for the gaps in their specific industry.

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