THE BOTTOM LINE

Evaluating LinkedIn vendor strategies

Social selling is becoming an important part of sales teams’ strategies to extend relationship selling. After a contested LinkedIn acquisition battle, Microsoft emerged the winner – but all leading CRM vendors today have a social strategy. Nucleus evaluated vendors’ LinkedIn and broader social capabilities in terms of price, integration, and functionality and found that although Microsoft came out on top, others are offering more than basic capabilities, driving average productivity gains of more than 12 percent.