Measuring revenue, performance and forecasting in no joke. It get’s people fired and promoted! That’s why so many sales leaders either love or hate the idea of having their sales team using social media as part of the sales process. Micro-managers haven’t had enough experience with social media to accurately measure it’s success on the their salespeople or their pipeline. Innovators may have tried and failed to adequately measure the impact of their salespeople, pipeline or their spend on social media tools and training. We’ve been working with companies for over 10 years on harnessing social media and it’s potential while accurately measuring its impact on the sales process at scale. Most of these suggestions can easily be implemented by adding social media as a source to your CRM reports […]
About rFactrrFactr provides social business solutions that create positive and measurable outcomes for enterprise clients. These tools empower your front line reps and amplify sales activities while providing valuable intelligence and insights across the social ecosystem. In all, we help companies command their entire social media presence while protecting the value of their brand.
If you’re looking for a reason as to why all of your hard work using social media isn’t translating into revenue, the odds are your strategy is the problem. Most sales teams are using social media at an ad hoc level where they may have been provided with a little training and given tools like LinkedIn or social media dashboards that help share content and find prospects. This is usually where it stops.
What’s missing is a comprehensive understanding of how their social media activities align with their sales process or buyer’s journey. Most reps aren’t keeping up-to-date segmented lists that show what stage their prospect is currently in. Most also don’t have social network optimized content that aligns with the buyers journey. If you fall into either of those scenarios, […]
Too often, traditional thinking marketers believe that owned or paid media is the only way to scale a consistent message. But that’s not true! In fact, tapping into employees as advocates not only provides a vastly increased reach, but also taps into the passions, excitement and loyalty of your employees.
We work with companies in all stages to roll out employee advocacy programs that have scaled into the 1000s of employees. By launching with the right technology, the right training, and also a library of pre-approved content we helped our partner obliterate all other lead sources customer acquisition channels.
Our process model ensures for maximum adoption, participation and success. Here are a few steps to success we’ve documented when rolling out a successful employee advocacy program.
- Plan – Understand how things will go […]
In today’s day and age people are sick of hearing about your company. If you are going to implement an employee advocacy program then you better have a clear strategy on what kind of content you are going to ask your employees to share. This means stepping outside of your comfort zone and understanding that you will need good 3rd party content to go along with your 1st party content.
As a marketer, your goal is to attract and nurture prospects/leads and build awareness about your brand. The problem is that if you only provide your own company’s content for your employees to share – the people that follow them on social media will tire of them quickly, unfollow them, and see them as simply a vessel for marketing material.
So, your […]
Traditionally speaking, B2B sales has used the dreaded tactic referred to as THE COLD CALL. The cold call exists because it allows salespeople to meet their dial #’s and reach as many prospects as they can with their time allotted at the office. In other words, the more qualified or unqualified people we can reach the better the odds of having more prospects eventually drip through the funnel. Before buyers became “social”, this spray and pray strategy was commonplace. Before buyers were leaving hints online, there was an excuse to be doing cold calls. The lack of relationship, information, and preparedness is always sn excuse for cold calls and failure.
Now however, buyers are all over social networks and telling us things about themselves like never before. Within 30 seconds you […]
Poker is a game of psychology and body language where each player carefully observes the other for any signal or tell that they have either a great hand or a sub-par hand. Social selling is no different, and the public social media realm allows you to do this with precision.
Knowing Your Competitors
Build Twitter lists and saved searches in LinkedIn that will help you monitor them. Keep in mind that all Twitter lists involving competitors should be kept private.
LinkedIn Saved Searches
Used saved LinkedIn saved searches to see when a competitor hires or adds an employees that will directly compete for business with you. By flipping your privacy to anonymous browsing you can survey your competitors team and map out their department even going as far as to know who handles what […]
Force Management is a leading provider of products and services that help B2B sales organizations drive profitable growth and exceed revenue numbers. In this case study, you’ll discover how Force Management uses rFactr’s SocialPort™ to help increase qualified leads, accelerate sales cycles, and generate additional revenue.
Established in 2003, and acquired by GrowthPlay in 2015, Force Management specializes in sales transformations that help B2B sales organizations increase revenue, improve sales margins, and gain market share. Their clients include Ingersoll Rand, Tek Systems, BMC Software and more.
- Force Management was looking to increase their pipeline and find additional channels […]
Twitter provides the opportunity for B2B sales teams (and B2C) to gain an unfair advantage on their competitors by using it strategically. Twitter can help generate leads and additional revenue opportunities for teams who haven’t embraced social media.
A common challenge facing sales professionals today is measuring the ROI of Social Selling.
To be clear, Social Selling is defined as leveraging social media to generate revenue.
And while the best tool for tracking sales revenue is your CRM, many forward-thinking sales organizations still don’t measure their sales team’s Social Selling efforts there.
It’s not for a lack of trying.
Unfortunately, SMBs and enterprise companies alike spend countless hours creating custom Social Selling tracking methodologies right inside Salesforce.com or Microsoft Dynamics or SAP Cloud for Sales or whatever CRM Solution they use.
The downfall of these “customized” […]