Pitney Bowes - Customer Case Study

Pitney Bowes started a Social Selling Programme after realising at a sales conference that their buyers were actively using LinkedIn to network and find useful information. They piloted with a group of 6 sales team members and helped to build their credibility a Subject Matter Experts on LinkedIn. They shared a combination of original and third party content with their networks. The initial group saw an increase in opportunities within the first days of the pilot. Social Selling has now been rolled out across every business line in Pitney Bowes globally. Key to success for them was having senior support for social selling, making it easy for people to onboard and try, and measuring and communicating success using a top 10 leaderboard of social sellers seeing results.