Social¶
Social Enablement¶
Social Selling Enablement is a strategic process that equips go-to-market teams with the skills, tools, and content needed to effectively use social media platforms for prospecting, engagement, relationship building, and influence throughout the buyer's journey. This activity includes training on personal branding, social listening, digital networking, and sharing value-driven content to nurture leads and drive pipeline growth. It also involves integrating social data into sales and marketing workflows, enabling teams to identify buying signals, engage with prospects in relevant online communities, and amplify brand presence. In today\u2019s dynamic environments, Social Selling Enablement is essential for fostering authentic connections, building trust, and accelerating deal velocity by meeting buyers where they are most active and informed.
Related KPIs
| Metric | Description |
|---|---|
| Referral Link Shares | Referral Link Shares measures the number of times users copy or share their personal referral link across any channel. It helps quantify how often customers distribute referral invitations informally. |
Social Engagement¶
"Social Selling is the strategic use of social media platforms and online networks by sales and go-to-market teams to identify, connect with, nurture, and convert potential customers. Activities include sharing relevant content, engaging in meaningful conversations, building personal and brand credibility, and monitoring buyer signals to drive pipeline growth and accelerate deal cycles. This approach is essential for establishing trust, expanding reach, and influencing purchasing decisions in today\u2019s digital-first marketplace."
Related KPIs
| Metric | Description |
|---|---|
| Likes, Shares, Comments | Likes: A basic interaction indicating approval, enjoyment, or agreement with a post or piece of content. |
| Shares: When users repost content to their own network, amplifying its reach and demonstrating strong resonance. | |
| Comments: User-generated responses to content, reflecting deeper engagement and encouraging conversation. |
Social Integration¶
"Social Engagement involves the strategic use of social media platforms and online communities by sales, marketing, and product teams to interact with prospects, customers, and industry influencers. This activity is essential for driving brand awareness, nurturing leads, gathering product feedback, and fostering customer advocacy.
Key components of Social Engagement include:
- Proactively participating in discussions and conversations relevant to your audience
- Sharing valuable and timely content to educate and engage followers
- Responding promptly to customer inquiries and feedback
- Utilizing social listening tools to monitor sentiment and identify emerging trends
Integrating social touchpoints throughout the customer journey enables organizations to accelerate pipeline growth, improve customer retention, and enhance alignment across teams to better address customer needs."
Related KPIs
| Metric | Description |
|---|---|
| Product Sharing Rate | Product Sharing Rate measures the percentage of users who share a part of the product experience with others—such as inviting teammates, generating shareable links, or embedding product outputs. It helps quantify virality and product-led acquisition. |
Social Listening¶
Digital Buyer Insight Monitoring involves continuously tracking, analyzing, and interpreting online conversations, reviews, and social media activity related to a brand, product, competitors, or broader industry trends. By gathering real-time feedback and understanding customer sentiment, organizations can identify emerging needs and pain points. The insights obtained guide strategic decisions across marketing, sales outreach, product development, and customer engagement. Proactive listening through this approach empowers teams to adapt messaging, prioritize new features, and engage prospects or customers with greater relevance and timeliness.
Related KPIs
| Metric | Description |
|---|---|
| Brand Mentions | Brand Mentions measures the number of times your brand name is referenced across public or private channels (e.g., social media, forums, press, communities) within a specific timeframe. It helps gauge brand visibility and word-of-mouth momentum. |
| Sentiment Analysis | Sentiment Analysis is the process of analyzing text, speech, or other data to determine the emotional tone behind it. It categorizes feedback as positive, neutral, or negative, providing insights into how customers feel about a product, service, or brand. |
| Sentiment Analysis (Sales + Social) | Sentiment Analysis (Sales + Social) measures the tone (positive, neutral, negative) of feedback and conversations related to your brand across sales call transcripts and social media platforms. It helps track brand perception, objection patterns, and positioning effectiveness. |
| Share of Voice vs. Competitors (By Channel) | Share of Voice (SOV) vs. Competitors (By Channel) measures your brand’s visibility as a percentage of total market conversations, mentions, or impressions compared to key competitors — segmented by specific marketing or communication channels. |
| Social Engagement from Target Accounts | Social Engagement from Target Accounts measures the number or percentage of social interactions (likes, shares, comments, follows, mentions) that come from accounts on your target account list. It helps assess brand awareness, content resonance, and early-stage intent within your ICP. |
Social Proof Inclusion¶
Integrating customer evidence is essential for building trust, credibility, and driving adoption. This activity involves systematically collecting, curating, and incorporating authentic customer validation—such as testimonials, case studies, reviews, and reference stories—at key points throughout the buyer journey. By embedding these endorsements into marketing collateral, sales presentations, product onboarding, and digital experiences, organizations can effectively address buyer skepticism, shorten sales cycles, and encourage product adoption. Strong customer evidence enhances messaging and helps prospects envision their own success with the solution, supporting both self-serve and assisted sales approaches.
Related KPIs
| Metric | Description |
|---|---|
| Signup Conversion from Landing Pages | Signup Conversion from Landing Pages measures the percentage of visitors who arrive on a landing page and complete the signup process. It helps assess the effectiveness of landing pages in converting traffic into users or leads. |
Social Strategy¶
"Social Selling involves using social media platforms and online networks to identify, connect with, and engage potential customers throughout their buying journey. By sharing relevant content and thought leadership, teams can build brand awareness, establish trust, and generate qualified leads. This approach allows revenue teams to monitor market trends, personalize outreach, and cultivate authentic relationships, ultimately driving pipeline growth and accelerating deal cycles."
Related KPIs
| Metric | Description |
|---|---|
| Social Shares | Social Shares measures the total number of times your content, product pages, or brand assets are shared across social media platforms. It helps quantify reach, resonance, and advocacy behavior. |