measuring social selling kitedesk and triblio
TRANSCRIPT
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.
Tweet us:
#SocialSelling
Agenda:
Measuring Social Selling
• Why measure it?
• The challenges
• What to measure and how to do it
• What can you expect?
Tweet us:
#SocialSelling
The Challenges
Lack of knowledge
Lack of training
Lack of time
Limited resources
Fear of change
Tweet us:
#SocialSelling
The Challenges
Less than 7% of sales executives have
received formal social selling training.
Source: Accenture
Tweet us:
#SocialSelling
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
Tweet us:
#SocialSelling
Google: “Social Selling Stats”
Cold CallingDials, Connects, Inquires, Demos
Social SellingNetwork Growth, Inquires, Demos
What did we measure?Tweet us:
#SocialSelling
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
Tweet us:
#SocialSelling
Social network relationships do not co-exist
with other relationships/systems
Tweet us:
#SocialSelling
Choose Right Tools & Tech
Tweet us:
#SocialSelling
tweet @jeffzelaya to get
the free webinar replay
#SStoolbox
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
Tweet us:
#SocialSelling