The document outlines a 20-minute daily engagement strategy using the xeesm social business tool to enhance customer relationships and sales efficiency. It emphasizes adapting to new sales processes in a social media-driven landscape and highlights the importance of meaningful interactions over traditional sales methods. By dedicating daily time to connect and engage, businesses can increase their sales and tighten their client relationships significantly.

1. 20:20 Model for
Social Business Success
In 20 slides
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2. 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
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3. 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.
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4. The old sales process is dead
here is why:
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5. 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
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6. The new sales process
Developed in collaboration with the Social Media Academy.
The new sales generation is where their buying customers are.
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7. Put it into a manageable process
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8. 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)
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9. 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!
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10. 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
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11. 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
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12. 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
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13. Looking forward – not backward
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14. 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
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15. 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
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16. 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!
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17. The conversation age
Bottom line:
Customers are in the process of redefining how they want to talk with you. - Louis Columbus (2008)
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18. Getting Started
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19. 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/
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20. 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
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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
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