Customers buy from people who help them make an informed decision without all the headaches and in today's business environment that requires you to shift from analogue to a social selling mindset. So you are not bouncing along with random acts of social you will need buy-in from the top. Tim Hughes will go into detail about what that needs to look like for you and your team and how you can ensure you you are using the right drivers to gain your leadership's yes. Social selling requires building relationships, communities and influencers, and educating buyers, both of which take time. Therefore we have to change the way we think about the costs associated with social sales.