The Art of Social Selling by Shannon Belew
Author:Shannon Belew
Language: eng
Format: epub
Publisher: AMACOM Books
ESTABLISHING YOUR GOALS AND OBJECTIVES
For any sales effort to be worthwhile, it needs to show results tied to meaningful metrics. In sales, those metrics are typically associated with revenue (money you are actually banking from winning deals and making sales) and pipeline (the dollar value of potential revenue based on sales forecasts), and your goals are to hit targeted values for those metrics each quarter. There are also other specific sales and marketing metrics that serve as signals to indicate whether or not you are on track to make your pipeline and revenue numbers. These signals might be particular objectives to ensure you achieve your ultimate money goal. Your goal, for instance, may be to have $75,000 in pipeline for the quarter. One of your objectives supporting that pipeline goal might be to generate 300 new leads. The goals and objectives you establish for your social selling strategy work the same way.
Your social goals may be directly or indirectly associated with amount of pipeline or revenue. Your objectives then become the actions that support or feed your goals, which in this example are revenue-related. You may be wondering if your goals should always include pipeline and revenue targets associated with a particular social network. After all, how else are you going to know if that network is worth the effort? Any time you can tie specific metrics to money goals, it helps provide a better picture of your return on investment for social media.
Unfortunately, tracking pipeline that's tied to a specific social platform can be tricky. Sometimes you can associate specific social media ad campaigns to a single social network, like Facebook, to track influence on pipeline. Or you may be able to associate a specific individual as a lead from LinkedIn, for instance, and tie her actions and buying behaviors into your revenue goals. But at times you may need to set goals that are only indirectly associated with revenue and pipeline. For example, you might consider setting goals that are tied to obtaining a certain number of new leads from social prospecting, or that show an increased percentage of white paper downloads or webinar registrations that originate from social media campaigns. Ultimately, choose goals that you can track and tie them to real dollars whenever feasible.
Download
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.
Advertising | Consumer Behavior |
Customer Service | Marketing |
Public Relations | Sales & Selling |
Search Engine Optimization |
Influence: The Psychology of Persuasion by Robert B. Cialdini(4598)
The Miracle Morning by Hal Elrod(4421)
The Hacking of the American Mind by Robert H. Lustig(4080)
Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini(3973)
Unlabel: Selling You Without Selling Out by Marc Ecko(3463)
Ogilvy on Advertising by David Ogilvy(3324)
Hidden Persuasion: 33 psychological influence techniques in advertising by Marc Andrews & Matthijs van Leeuwen & Rick van Baaren(3290)
Purple Cow by Seth Godin(3069)
Who Can You Trust? by Rachel Botsman(3024)
Kick Ass in College: Highest Rated "How to Study in College" Book | 77 Ninja Study Skills Tips and Career Strategies | Motivational for College Students: A Guerrilla Guide to College Success by Fox Gunnar(2993)
This Is Marketing by Seth Godin(2901)
I Live in the Future & Here's How It Works by Nick Bilton(2841)
The Marketing Plan Handbook: Develop Big-Picture Marketing Plans for Pennies on the Dollar by Robert W. Bly(2792)
The Power of Broke by Daymond John(2768)
Building a StoryBrand by Donald Miller(2751)
The 46 Rules of Genius: An Innovator's Guide to Creativity (Voices That Matter) by Marty Neumeier(2676)
Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind by Dan Roam(2639)
The Tipping Point by Malcolm Gladwell(2552)
Market Wizards by Jack D. Schwager(2538)
