Measuring Social Selling

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Introduction

Sean Burke (@sean_h_burke)CEO, KiteDesk

Sean is a seasoned sales and marketing executive with recognized performance (9th start-up) in various industries - including professional services and consulting, SaaS, telecommunications, financial, logistics, managed security, software and cloud communications.

Jeff Zelaya(@jeffzelaya)Head of Sales, Triblio

Jeff Zelaya is a leading social selling and LinkedIn expert. He's a professional public speaker, an entrepreneur and the Head of Sales at the venture backed startup: Triblio. Jeff, his wife Emma and his son Elijah currently reside in the Washington D.C. area.

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Agenda:

Measuring Social Selling

• Why measure it?

• The challenges

• What to measure and how to do it

• What can you expect?

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Why measure it?

To know if it’s

working and to

manage, optimize

and scale.

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The Challenges

Lack of knowledge

Lack of training

Lack of time

Limited resources

Fear of change

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The Challenges

Less than 7% of sales executives have

received formal social selling training.

Source: Accenture

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The Challenges (con’t)

72.6% of social salespeople outperform

their sales peers.

23% of social salespeople exceed

quota more frequently than their sales peers.

Source: Aberdeen

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Google: “Social Selling Stats”

Who wins for

lead generation?

Cold Calling vs. Social Selling

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Cold CallingDials, Connects, Inquires, Demos

Social SellingNetwork Growth, Inquires, Demos

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The Score: Social Selling 26 vs. Cold Calling 9

• 4 Inbound Web Leads

• 9 Cold Calls

• 10 Previous Relationship

• 15 Referrals

• 25 LinkedIn

• 1 Twitter

26 via Social Selling

9 via Cold Calling

4 via Inbound Marketing

10 via Rep Referral

15 via Partner Referral

60 Total Demos

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Calls, Tweets, Measures

and Is Always Optimizing

The Real Winner

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Using Social Selling for

prospecting is only the start.

What’s next?

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Social Selling happens in all phases of the funnelTweet us:

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Social network relationships do not co-exist

with other relationships/systems

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What’s your social selling culture?

Do you horde?

Or do you share?

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Choose Metrics to Measure ROI

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Choose Right Tools & Tech

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tweet @jeffzelaya to get

the free webinar replay

#SStoolbox

Get Buy In & Adoption

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Sample Sales Report

Measurements Inbound Marketing Outbound Marketing Social Selling

Cost Per Lead $150 $200 $5

Lead Quality Score 7 6 8

Close Ratio 25% 25% 33%

Customer Acquisition Cost $20,000 $25,000 $15,000

Average Deal Size $30,000 $30,000 $30,000

Time to Close 45 Days 52 Days 33 Days

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What to Expect

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Request Free Social Selling

Measurement Checklist

kitedesk.com/contact-us or tweet @kitedesk #SSChecklist

Immediate Access to The Definitive

Social Selling Tools Webinar for Free

triblio.com/kitedesk or tweet @Triblio #SSToolbox

Thank you! Please tweet us & say hi:

@sean_h_burke & @jeffzelaya