This presentation was delivered at the Social Selling Summit in January of 2015.

1. Measuring Your Social Selling Efforts

2. Agenda - Measuring Social Selling
• If you can’t measure it - you shouldn’t do it
• Why Social Selling is tough to measure
• How to evolve from Social Selling to Social Measurement
• What to expect
• Next Steps

3. The Greatest Minds agree - Measurement is Key

4. Why Social Selling is Tough to Measure

5. Social Selling is NOT linked to your CRM

6. Social Selling happens in all phases of the funnel

7. Social network relationships do not co-exist
with other relationships/systems

8. Social Selling is cultural - Who are you?
Do you keep information to yourself? Or do you share information with you colleagues?

9. Pick your Platform

10. Choose your numbers
What metrics do you use to measure marketing ROI?

11. Align your systems

12. Institute

13. Measure and Iterate
Social Selling Measurement – Check List

14. What to Expect

15. What to Expect
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
Overall Quality

16. www.kitedesk.com/socialsurvey
@sean_h_burke & @kitedesk