Research and anecdotal evidence tells us that B2B purchasing is changing. B2B buyers are going online and relying on social media to seek out information before making contact with a potential supplier. They search Google and visit company websites for product information and demos. More important, they seek out online communities for reviews and recommendations.

Jill Rowley, Oracle’s social selling evangelist, recently described such trends shaping B2B sales during her presentation at the recent Inside Sales Virtual Summit. You can view her presentation, “The ABCs of  Social Selling” on YouTube.