Consistent Measurement Tailored to Your Challenges

At Connected Selling we believe that successful measurement starts with the concept that participants determine their own metrics based on their key challenge areas. Is it number of new calls? New connections or prospects? More stakeholders in key accounts? Establishing a credible social presence in the market? We have found that measuring participants on specific, tailored metrics as they work on real opportunities greatly helps them build confidence as they build skills.

We measure participants’ progress both during the program, then for 120 days after training. Every week, participants share weekly “work-based activities” and results in a group conference call, which facilitates both individual progress and sharing of best practices.

The most successful social sellers excel in these key metrics.

• Increase in number of new prospects
• Effective use of research and insights to build compelling business cases to mobilize stakeholders around decisions
• Increase in relevant content shared with target buyers
• Increase in number of qualified first calls
• Increase in conversion of MQL’s to SQL and SAL’s
• Introductions requested and provided
• Referrals and recommendations requested
• Increase in connections per account
• Searches, leads, and accounts saved for lead nurturing
• LinkedIn Group participation and measurement of overall activity: liking, sharing, commenting, posting, and publishing

Sellers gain better control throughout the buying cycle by combining the power and reach of social media with disciplined research, insight and analysis, business cases, and improved visibility with broader groups of stakeholders and influencers.