Sean Burke, CEO of KiteDesk and Jeff Zelaya, Sales Manager at Triblio share insights on how to Measure Social Selling.

1. Measuring Social Selling

2. Tweet us now:
@Kitedesk @Triblio
#SocialSelling

3. 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

4. Agenda:
Measuring Social Selling
• Why measure it?
• The challenges
• What to measure and how to do it
• What can you expect?
Tweet us:
#SocialSelling

5. Why measure it?
To know if it’s
working and to
manage, optimize
and scale.
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#SocialSelling

6. The Challenges
Lack of knowledge
Lack of training
Lack of time
Limited resources
Fear of change
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#SocialSelling

7. The Challenges
Less than 7% of sales executives have
received formal social selling training.
Source: Accenture
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#SocialSelling

8. 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
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#SocialSelling
Google: “Social Selling Stats”

9. Who wins for
lead generation?
Cold Calling vs. Social Selling
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#SocialSelling

10. Cold Calling
Dials, Connects, Inquires, Demos
Social Selling
Network Growth, Inquires, Demos
What did we measure?
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#SocialSelling

11. 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
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#SocialSelling

12. Calls, Tweets, Measures
and Is Always Optimizing
The Real Winner
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#SocialSelling

13. Using Social Selling for
prospecting is only the start.
What’s next?
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#SocialSelling

14. Social Selling happens in all phases of the funnel
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#SocialSelling

15. Social network relationships do not co-exist
with other relationships/systems
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16. What’s your social selling culture?
Do you horde?
Or do you share?
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#SocialSelling

17. Choose Metrics to Measure ROI
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#SocialSelling

18. Choose Right Tools & Tech
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#SocialSelling
tweet @jeffzelaya to get
the free webinar replay
#SStoolbox

19. Get Buy In & Adoption
Tweet us:
#SocialSelling

20. 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
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#SocialSelling

21. What to Expect
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#SocialSelling

22. Request Free Social Selling
Measurement Checklist
kitedesk.com/contact-us or tweet @kitedesk #SSChecklist
Immediate Access to The Definitive
Social Selling Tools Webinar for Free
triblio.com/kitedesk or tweet @Triblio #SSToolbox
Thank you!
Please tweet us & say hi:
@sean_h_burke & @jeffzelaya