Xeesm 2020 - The fast track to social business

20:20 Model for Social Business Success In 20 slides #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 1

All you need: 20 Minutes a day Focus on relevant people Visit 20 clients in 20 minutes every day Know what is on top of their mind Become one of their trusted connections Know when the time is right to sell 20 dollars a month Xeesm gives you unique tool You use it as a social address book You use it as a relationship manager You use it as a conversation tracker You use it to stay focused You use it to watch your objectives #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 2

A solution for the Agile 5,000 only Agile 5,000 Highly agile, innovative companies. Agile teams Open minded, success oriented people with a natural tendency to networking who can fire on all cylinders High Speed – High Reach This is a high speed, high reach customer engagement model. We help you get acquainted with it by investing 20 minutes a day. #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 3

The old sales process is dead here is why: #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 4

The buying – selling disconnect today The way people explore, evaluate and decide on brands and products have changed – the way we do business require the respective alignment #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 5

The new sales process Developed in collaboration with the Social Media Academy. The new sales generation is where their buying customers are. #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 6

Put it into a manageable process #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 7

Just do it – 20 minutes in the morning Identify 20 businesses in your region Go to LinkedIn and look for 2-3 names Enter the people into your Xeesm Social Address Book Check if any of your friends can make an introduction Respond, comment, engage Be selective and stay focused Avoid the social chatter Don’t “follow up and see if you can help” KNOW if and how you can help, based on the relationship you developed (we show you how) #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 8

Creating a customer engagement flight Set Objectives: I.e. getting a conversation Start (Objective 1) Listen and learn Touch (Objective 2) Comment and respond Milestone (Objective 3) Connect with the person Engage (Objective 4) Socialize Note from the Xeesm team: Goal (Objective 5) We love our product – but it‟s just a tool Don‟t automate relationships… Arrange for an appointment …strengthen your relationships Don‟t “live in our application” only use it so you can “live” where your clients and prospects are! #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 9

Engagement and Socializing Xeesm/Flights! ™ is considered one of the most innovate social business applications. Open your mind to a whole new level of applications for a whole new way of doing business #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 10

Your social sales engagement Activities per client (1-2 minutes a day): Day 1 review their sites Day 2 listen (read their posts) Day 3 chime into a conversation Day 4 commenting on relevant blogs Day 5 commenting on group questions Day 6 making an introduction to someone Day 7 suggesting an interesting site or post Day 8 invitation to your own group Day 9 Have a conversation over the phone Day 10 Bring others to the conversation Do care – but do not sell Be social first – the buying comes automatically #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 11

Reporting on your dashboard You see how often you visited your connections You see the number of notes you made – number of contacts you had And you see how many Flight Objectives you completed In the FlightPlan you see Flight Completion level #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 12

Looking forward – not backward #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 13

It‟s a “High Speed, High Reach” sales model Social selling is a FAST, HIGH REACH sales model (if done right) – press the accelerator hard Inside Sales Reach up to 250 contacts a day Get 30% response rate Field Sales „Visit‟ 50 people a day Have 30 meaningful dialogs Add online to the mix of Phone & F2F The power is in the mix & in the ratio F2F: 5 meetings a day | prep: 1-2 weeks Phone: 10 isch conversations | prep: 1-2 days Social: 30 dialogs | prep: Instant #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 14

Social Selling Success "I don't have enough quality leads to make my number.“  Intensify the amount of contacts "To reach my prospects, I need more than phone and email.“  Quadruple the number of touch points Break through - Loosing is not an option "If I knew more precisely what moves and motivates my prospects, I could be more effective communicating with them.“  Know what people care about Increasing Sales by 20% I.e. make the $1 Million quota  $1.2 Million Because you can Because your competitor is lame #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 15

Creating an action road map for one week 20 Minutes a day ! (4% of your day) Social media monitoring – the new lead gen Social engagement – the new cold calling Sharing and caring – the new nurturing process Community management – the new reference selling Mind share development – the new competitive edge Advocates engagement – the new closing amplifier Social CRM – your new Rolodex 20% increase in sales by end of this year! #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 16

Hey – what‟s next – 20 minutes / 20 dollars Stop wondering - Know it and then: make a decision. 1) Invest 20 Minutes in the morning for one week ( check http://socialminutes.com ) 2) Create your free xeesm account and follow the Social Selling Guide (Download here)* Http://xeesm.com/ 3) Then make a conscious decision based on your very own experience * = http://xeesm.com/_/site/index.php/best-practices/social-selling/ #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 19

Thank You +1 (650) 384-0057 http://xeesm.com Xeesm.com/Xeesm © 2010 Xeequa Corp. All rights reserved. Xeesm™, Xeequa™, and the Xeequa logo are either trademarks or registered trademarks of Xeequa Corp. All other company names and product names may be trademarks or registered trademarks of their respective companies or owners. All materials contained herein are the property of each respective company identified on such materials, and may only be used, copied or distributed with the express written permission of each respective company. Xeequa Corp. | 228 Hamilton Ave. | Palo Alto, CA 94301 | (650) 384-0057 | Info@xeequa.com | www.xeesm.com #xeesm Xeesm.com/xeesm © Copyright Xeequa Corp. 2010 20

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Xeesm 2020 - The fast track to social business

by Xeesm on May 01, 2010

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Xeesm 2020 - The fast track to social business — Presentation Transcript