Category: Sales Metrics

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SUCCESS STORY: 50% of Sales Pipeline From Social Selling!

Social Success Factor: How Jessica Voss Fills 50% of Sales Pipeline Through Social Selling

By now I hope you don’t think social selling is just some obscure and foggy theory that a bunch of us crazies are ranting about.

Okay fine, some of us are crazy. That’s beside the point.

Either way, I want you to check this out. This is really powerful. Here is a seasoned sales professional using social media to her full advantage. Meet Jessica Voss of inContact: the Cloud Contact Center Enterprise Solutions GURU! She’s a prodigy of sales aficionado Scott Logan who has developed a powerful and fierce social selling culture at inContact.

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Blog Sales Metrics Social Selling

How can I track ROI with Social Selling?

Google
KIP For Social MediaEasily the most common fear sales managers have with Social Selling is the ability to track and keep sales reps accountable. It’s not like tracking calls, or tracking emails – which tools like InsideSales.com have helped managers keep teams on track.

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Blog Sales Advice Sales Metrics Social Selling

What’s the ROI (Risk of Ignorance)?

ROII recently read a great interview from my friend Jeff Simmons (B2B Marketing Portal) who was asking Jill Rowley (of Oracle) about her social selling adventures. Jill is a leading authority on social selling and she talked about this idea of Risk of Ignoring (ROI) as the main KPI that we should all be measuring ourselves by. What a powerful concept, I wondered. It prompted me to think about the Risk of Ignorance and how it affects us.

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Blog Sales Metrics Social Selling

KPI – Keep Your President Interested

Google
KPIKPI – Keep Your President Interested

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Blog LinkedIn Sales Metrics Social Selling Social Selling Q&A

What metrics should I measure in LinkedIn?

Google

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Blog LinkedIn Sales Advice Sales Metrics Social Selling

7 Deadly Sins Sales Leaders are Making with Social Selling

Google
Social Selling SinsFIRED!!! That’s my prediction. Not today, not even next year. But within 3-5 years, if you’re a sales leader (or aspiring sales leader) that isn’t helping your sales team leverage social… FIRED.

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Blog Infographics Sales Metrics sales training Social Selling Success Stories

6 Months, 14 New Clients, Social Selling – No Excuses!

No Excuses

If I had a nickel for every time I heard the below excuses….

  • I’d love to read that book but I just don’t have any time.
  • I wish I knew product X the same way Jim does. How does he do it?
  • I’d like to find new clients but I’m just too busy to make any cold calls.
  • My quota is way too high and I don’t have enough sales opportunities in my pipe to hit my numbers.

Stop the excuses!!! Why you might ask? It’s because I know first hand how social selling can work for busy sales people. Let’s take my business Partner Jamie Shanks as an example. If you thought your life was busy check out his life:

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Blog Sales Advice Sales Metrics sales training Social Selling

Frustrated With Sales Training Results – the Fail Might be You!

Sales Training Results

If you’re a sales manager, or a VP Sales… and you’re frustrated by sales training, you need to take a hard look at how YOU are helping your sales team. Don’t shoot the trainer… shoot the goals you’ve set!

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Blog LinkedIn Sales 2.0 Sales Metrics Social Selling Success Stories

How uSamp Increased Meetings Booked by 3.5x Per Sales Rep in 30 Days

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Blog Sales 2.0 Sales Metrics Social Selling Success Stories

XO Communications Has Instant Social Selling Success With Training Roll-Out

XO Communications

I want you to look at your sales team and imagine this…

Look the sales productivity they have today. How many new prospect meetings are they booking a month right now?

Ok, I want you to now figure out your cost-per-lead, by dividing their salaries by the number of new prospect meetings they generated. You’ll probably be left with a numbers like $400, $600, $800 per lead.

Net new leads are precious right now… and XO Communications has rolled-out a Social Selling program with one simple task. After Social Selling Training, each sales rep is required to book 1 new meeting with LinkedIn right away. The result – 50% of the sales team booked a meeting nearly immediately!

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