Category: Success Stories

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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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Blog Demand Generation Sales 2.0 Sales Advice Social Selling Success Stories

How Lauren Winer at uSamp Booked 2 Meetings Using Feedly

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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 LinkedIn Sales 2.0 Sales Advice Social Selling Success Stories

Stop Your Excuses – Meet a New Sales Rep “Social Selling Rockstar”

You’re a new sales rep. Ok, I understand you have a lot on your plate, and I realize you’re not a “subject matter expert”… YET. Don’t give me the excuse that Social Selling success doesn’t apply to you, because you’re new (or because you’re just an employee). It’s a lame excuse.

Meet Julian Rocco, the newest sales edition to our client Cision Canada.

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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 LinkedIn Sales 2.0 Social Selling Success Stories

Are You a Business Services Sales Rep? Meet Tony Chandler – Social Seller

A month ago, we had the pleasure to travel to Plainville, CT (just outside Hartford) to work with Health Consultants Group on Social Selling. Every insurance broker at Health Consultants Group had traveled into the office to eagerly learn how to drive business with LinkedIn. The champion to our deal was Tony Chandler , whom I met from a discussion on LinkedIn using LinkedIn Signal.

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Blog Demand Generation Sales 2.0 Sales Advice Social Selling Success Stories

1 Beer, LinkedIn, 12 Sales Meetings Booked, PRICELESS!

LinkedIn Connections

Almost a year ago, a client of ours was preparing to attend SXSW (South by Southwest) in Austin, TX. They had a great product to offer, and wanted attendees at SXSW to see their stuff. As we were planning their lead generation campaigns, we devised a strategy using the following:

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Blog LinkedIn Sales 2.0 Sales Advice Social Selling Success Stories

Vision Critical = 31 booked meetings in 60 days – ALL LINKEDIN

Vision Critical

We met with Vision Critical today, 2 months after finalizing our last Social Selling Training module. The goal was to take the SUMMER (yes I said summer, they rocked their numbers in the summer) and digest & implement the Sales for Life best practices.

Adoption was an understatement. We were pleasantly surprised just how successful their inside sales team has been with LinkedIn. They were doing it all – monitoring, curating, posting original content and engaging. Engagement comes in 2 forms – some the soft, nurturing relationship development and some the tactical hard-sell for a next step. Either way, they are doing an outstanding job.

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