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Head of Global Sales Enablement, Xerox
At Xerox, social selling is part of a larger sales enablement program designed to increase sales productivity, resulting in larger contracts and faster closing. At the helm of this program is Nicolas Lihou, Xerox’s head of global sales enablement. He recently spoke with eMarketer’s Jillian Ryan about how social selling is changing the sales dynamic.
eMarketer: You lead the social selling iniative at Xerox. Can you talk about your goals?
Nicolas Lihou: Yes, social selling is part of the larger sales enablement activity I lead. As with most [business-to-business companies] B2Bs, we are under huge pressure to maximize our sales force productivity, and all the changes in the buying dynamic have significantly changed the way we are doing business.
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