The article explains how younger sales professionals, particularly Gen-Z business development reps, are increasingly using social media platforms like LinkedIn, TikTok, and Instagram to generate leads and close deals, a practice known as social selling. Rather than relying solely on traditional tactics such as cold calls or email lists, these salespeople build relationships by posting engaging content, connecting with target prospects, and establishing trust online, which has led to significantly more demos and revenue opportunities. One example highlighted shows a rep boosting his monthly demos from a handful to dozens by strategically using LinkedIn posts that resonate with his audience. This shift reflects broader trends in how sales teams are adapting digital platforms to drive results and engage buyers where they already spend their time.
In academic partnership with Virscend University, a WASC-accredited institution in Irvine, California.