Schmäh, MarcoGutsche, JörgRossmann, AlexanderZimmermann, Alfred2017-06-082017-06-082017978-3-88579-666-4Digitization will require companies to fundamentally reengineer their sales processes. Adapting the concept of value selling to the digital age will enable them to deliver superior value to their customers. Specifically, social selling will provide them with an answer to the ever-increasing complexity of customer journeys. This article, based on a survey among 235 German companies, assesses the status quo and outlines opportunities. Moreover, it introduces a novel approach for developing well-grounded social selling metrics.envalue based sellingcustomer experiencevalue to customerdigital value sellingsocial sellingsocial selling metricsLinkedIn’s Social Selling Index1617-5468