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Social media & business relevancy

Social media is technically a MEDIA

(networks) but attitudinally it is social

Marketing is primarily about blasting amessage into a market NOT social

Sales, support & purchasing is primarily aboutdoing business between people VERYSOCIAL

Social Media is less relevant for marketing very relevant for sales

Purchasing


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4

The el f i fl encechanged in it f ndati n

N ber f inquireshasdr pped t the fl rRequest f r inf r ati n l west ever

Leads typically represented thestart fapr cessending withan Educated PurchaseDecisi n it was the begin fasales pr cess

That educati n pr cesshaschanged!

0

200

400

600

800

1000

1960 1970 1980 1990 2000 2010

Lead / inquiry flow over time

News paper

+ Bill boards

+ Tradeshows

+ Internet reg. pages

+ TV commercials

????


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The new product discovery model


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The selling and buying disconnect

The way most companies sell today:Buy contact lists, do mail shots

Online and offline advertising

Generate leads through cold calls

Qualify, engage, try selling

Compete harder then ever lower profits thanever

Most businesses didnt change

The way most people buy today:We search the Internet

We read blogs

We visit groups, forums, onlinecommunities

We ask connections in our networks

Most of us ignore advertising, emailshots, cold calls

Most of us changed


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Sales teams have a mission to accomplish


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New ways to make educated purchase decisions


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Bring your sales in alignment with you customers


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Sales Needs ABreak Through Process

Sales Needs ABreak Through Process


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Becoming a sales super star

Relationship building is not

a mechanical processwhere some automationtools help you do that

Relationship building is

about YOU and the otherPERSON

Now with social mediahowever you have an allnew way to reach thepeople you want to meet


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Get on to some of the top networks

Dont sit and wait

Find your clients on other networks

If you dont have an account yet start one they are all free

Explore LinkedIn groups

Check out Twitter

Consider Facebook a topbusiness tool

Explore SlideShare tofind presentations

And other sites you think to you could findsome of your clients / prospects

Even if you dont find decision makers you find the driver of demand: Users(the ones who drive the educated purchase decision)


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Search for companies find people


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What do you do with what you find?

You gain a lot of very valuable contacts and

contacts of contacts and will see a variety ofnetworks and sites

You dont want to search for every contactevery time you are in LinkedIn, Facebook,Twitter or any of the social networks

You also want to remember who you visited,when, how often and the last visit

You will need to think out of the box as noCRM system or other software can help at thisstage


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Moving to Social Business Applications


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Xeesm Social Business Applications


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Xeesm User Development


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All your new social connections

You dont want to search for every contact

every time you are in LinkedIn, Facebook,Twitter or any of the social networks

Xeesm is a professional tool help you manageyour social relationships http://Xeesm.com

Upload your contacts

Click Social Finder

Now you know whereyour contacts are

Keep them in your

social address bookAdd more information

Keep track of visits


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The Concept of Flights!


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Creating a lead generation flight

Define up to five milestones:

Start (Objective 1)Listen and learn

Touch (Objective 2)Comment and respond

Milestone (Objective 3)

Connect with the personEngage (Objective 4)Socialize

Goal (Objective 5)Arrange for a meeting


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Onboarding

Onboard people from your

contactsOnboard people from thesearch

Onboard people from otherflights (PRO only)

Onboard from Upload(PRO only)

Stay in the ACTIVE flight


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Engagement and Socializing

Listen and Learn Socialize Comment Intro Grou p invite


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Open Sales Engagement

Dont live in any system live where your customers are

This is your country club


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Your daily social engagement

20 Minutes each day (4% of the day):Day 1 listen / read several posts

Day 2 chime into a conversation

Day 3 comment on blogs, groups, tweets

Day 4 care about their personal lives

Day 5 making introductionsDay 6 Feature your partners on other blogs

Day 7 suggesting an interesting site or post

Day 8 invitation to your own group

Day 9 Feature them on other sites

Day 10 Make them heroes on your presence

Do care be social be helpful

You dont need executive buy in to do this


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Managing Flights

Sharing Flights with others

Share with team matesShare with advocates

Share it with partners

Share it with customers

Export Flight Members

Into CSV fileLeaving a flight

Only invited crew can

Terminating a flight

Only the owner can do that


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Social Relationship Management in action


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Predictive Model Based Forecast

Three core attributes

Relationship strengthSales Process evolution

Team Experience (Best educated guess)

Algorithm

Relationship strength dominatesSales process guides

Experience influences

Your forecast is no longer dependent on the

judgment onlyMore inputs

Higher accuracy


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Reporting on your dashboard

You see how often you

visited your connectionsYou see the number ofnotes you made numberof connections you had

And you see how manyFlight Objectives youcompleted

In the FlightPlan you seeFlight Completion


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The conversation age


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Some statistics

Did you know :

That 40% of voice mails are never evenlistened to

That 90% of voicemails are not returned

That 81% of all mail is caught in spam filters

That in 2009 92% of deals were not closedas predicted - the highest number since

recording (CSO-Insights)That in 2009 sales cycles were 30% shorter onaverage (TAS study of200,000 transactions)

That end of2009 we had over 100 MM Blogs

30 Million Tweets a day

260 Billion page views/month Facebook12 Billion videos viewed per month

Is email and phone all you have?


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Its a High Altitude sales model

Social selling is very FAST and gives youenormous REACH

Press the accelerator hard

Inside Sales

Reach up to 250 contacts a day

Get 30% response rate (only right now)

Field Sales

Visit50 people a day

Have 25 meaningful dialogs

Add online to the mix of Phone & F2F

The power is in the mix & in the ratioF2F: 5 meetings a day | prep: 1-2 weeks

Phone: 10 calls | prep: 1-2 days

Social: 30 dialogs | prep: Instant


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Where do you go from here?

Be on LinkedIn, Facebook, Twitter,

SlideShare, YouTube, Blogs..Create a Xeesm account - xeesm.com

Upload your contacts

Add their social sites

You may add the Social Finder

Install Flights Business Edition $20/month

Build social business relationships like salessuper stars in country clubs

Apply for the Gold Sphere Club

Top sales performer from around the world

Let us or any of our partner help you


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Feedback Q+A

Q + A


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Thank You

2010 Xeesm Corp. All rights reserved. Xeesm and the Xeesm logo as well as the Xeesm product names are either trademarks orregistered trademarks. All other company names and product names may be trademarks or registered trademarks of their respectivecompanies or owners.

All materials contained herein are the property of each respective company identified on such materials, and may only be used, copiedor distributed with the express written permission of each respective company.

Xeesm Corp. | 228 Hamilton Ave. | Palo Alto, CA 94301 | (650) 384-0057 | www.xeesm.com

+1 (650) 384-0057

http://xeesm.com

Xeesm.com/AxelSXeesm.com/MaritaR


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About

Xeesm Corp. (pronounce see sum) provides social business

applications to reach more people faster, build stronger relationshipsand a better customer experience. The company developed aplatform that hosts both Xeesm developed and third party socialmedia business applications.

Xeesm is used across departmental or company boundaries by salesteams to improve the customer experience, by marketing teams to

improve brand relationships, by product management to develop abetter understanding of market needs or social media based productlaunches, by HR teams or recruiter to learn more and faster aboutcandidates, by channel managers for better partner relationships andmany similar applications. Continuously Xeesm user find newapplications to develop a better way of doing business.

The privately held company is based in Palo Alto, California.

social media for high-tech partners

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