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!