Category: Sales Metrics

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Social Selling KPI’s – Sourced Versus Influenced

Social Selling

As a CSO or VP Sales, you want to know the ROI of any sales activity. You have a complete handle on your lead generation efforts, your pipeline activity, and your closing ratios.

All of the sudden, over the last 18 months, your sales reps are starting to spend an inordinate amount of time on LinkedIn. That’s great, as you’ve heard through the grapevine that a few deals got kicked off because of LinkedIn. The snowball effect has only just begun, as you’re being asked to acquire more licenses to products like Jigsaw, and you’re being called by LinkedIn Sales Solutions to look at TeamLink or Sales Navigator. Subjectively, you know that LinkedIn is great for your team, but you have no empirical evidence of success.

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Blog Sales 2.0 Sales Metrics Social Selling Success Stories

52% of All Opportunities in Q1 = Inbound via TIMETRADE

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Blog Demand Generation Sales 2.0 Sales Metrics Social Selling

STOP Looking at LinkedIn InMail as an End Result For ROI

Stop

Synergy – defined as “the Whole is greater than the Sum is its parts”.

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Blog Demand Generation LinkedIn Sales 2.0 Sales Advice Sales Metrics Social Selling

Social Selling Wish List for 2013

We all have a sales wish list. Mine is to stop time for about two weeks, get our “To Do” list cleared up, and turn the engine back on. It seems no matter how many tasks I accomplish on our “To Do” list, 5 more tasks get added on. Unfortunately, this is not possible, so I need to make time whenever possible. You have a wish list for next year as well (other than making your numbers). Wish lists often look like a “Keys to Success” plan. If you had these items accomplished, you’ll have a banner year.

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Blog Demand Generation LinkedIn Sales 2.0 Sales Advice Sales Metrics Social Selling Success Stories

The “like” That Generated a 2 ½ Year Client Engagement

Sales professionals are constantly asking “what is the best way to get a prospects attention on LinkedIn & Twitter”? There is no one answer, as there are dozens of examples I can give. However, I thought I’d highlight our most profitable Social Selling touch-point I’ve ever made.

In August 2011, I was on LinkedIn reviewing Profile Updates when a past business acquaintance, Terry Foster changed his profile status to “Current Title – President, Cision Canada”. As any good sales leader should, I used this opportunity to congratulate Terry on his new role. I clicked “Like” and commented “Congratulations on your new role, as you grow your sales team, don’t hesitate to reach out”. This was a simple gesture that changed the course of my business forever.

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Blog Demand Generation Sales 2.0 Sales Advice Sales Metrics

Marketing Automation For Small & Mid-Sized Companies

Marketing Automation

Marketing automation is hot. We all know that. It is one of the highest growth areas in marketing and sales technology today, and from many of the top analysts is expected to continue that way for at least the next 3 years. It is getting added to many company’s budgets as a line item for the first time. But what number should a company place in that box? Obviously, companies want to spend the least amount of money possible while still getting maximum return on their investment.

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Blog Demand Generation LinkedIn Sales 2.0 Sales Advice Sales Metrics Social Selling

Using a multi-touch InMail strategy is pure GOLD

Sales Managers are frustrated with how quickly their sales reps give up nurturing a prospect. Time-after-time, sales reps get comfortable with making 1 or 2 touch points, and then giving up. Sales Managers would ask “where do we stand with this prospect” and the sales rep would reply “they aren’t interested, dead opportunity”.

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Blog Sales Advice Sales Metrics

10 Tips, Trick, Tactics to Increasing Sales Opportunities

Increased Sales

Sales Managers understand they need a long-term inside sales strategy, but many times can lose focus and seek the quick win. While the quick win is – well a quick win, I’ve compiled a list of 10 tasks you can implement tomorrow that will have a quick (90 day) impact on your business by increasing sales opportunities.These are in no particular order.

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Blog Sales Metrics

5 Sales Metrics Your Team is NOT Measuring – But MUST!

Metrics

Your Sales Team Needs to Have Visibility Into 3 Fundamentals

1. Volume

This is basic and nearly every sales organization has monitored & analyzed a portion of their sales volumes

  • # of Opportunities created/month
  • # of clients won/month

Volumes measurements are more advanced once you think like a Sales 2.0 organization. If this were a ski run, these are your BLUE runs, the baseline for the mountains terrain.

2. Probability

Welcome to your BLACK DIAMOND run – understanding the percentage chance of winning, losing and positive momentum. Nearly any leading CRM will help you understand:

  • % chance of winning your proposal
  • % of discovery meetings-to-proposals ratio

3. Velocity

The utopia – a DOUBLE BLACK DIAMOND mogul course; your eyes get ambitious, but your legs freeze with the possibility of the punishment. Velocity is not just the “Opportunity – Average Days Open” report defaulting in Salesforce.com, its analyzing timelines that help you understand the break-even point between high % ROI and diminishing ROI.

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