Social Media for High Tech Channels

It’s all about business

Presentation for NewLease Partners

July 26th 2010, Melbourne, Australia
Axel Schultze
Xeesm.com/AxelS
#xeesm

© Copyright Xeequa Corp. 2010

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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 a

message into a market” – NOT social

Sales, support & purchasing is primarily about

“doing business between people” – VERY
SOCIAL

s t
Sale
por
Sup

Purchasing

Social Media is less relevant for marketing –

very relevant for sales
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Interesting cases – B2B, B2C, various industries

Mercedes Benz (Automobile | B2C)

Whole Foods (Food | B2C)

Zappos (eCommerce | B2C)

Wendy Soucie Consulting (Consulting | B2B)

Clere Communications (Services | B2B)

Call GSM (Telco Provider | B2B)

Cisco, IBM, Virgin, Pepsi…

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The model of influence changed in its foundation

Number of inquires has dropped to the floor

Request for information – lowest ever
Leads typically represented the start of a
process ending with an “Educated Purchase
Decision” – it was the begin of a sales process
That “education process” has changed!

Lead / inquiry flow over time

900
800 + Internet reg. pages
700
600 + TV commercials
500
400 + Tradeshows
300 + Bill boards ????
200
100
News paper
0
1960 1970 1980 1990 2000 2010

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The new product discovery model

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 r s for
to me
et cus
nti on…
e r s me e preve
c u stom t, failur
w h ere p m en
l o
ed ia is ll deve
oc ial m ce, ski
S r ien
ex p e

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 The selling and buying disconnect
The way most people buy today:
We search the Internet
We read blogs
We visit groups, forums, online
communities
We ask connections in our networks
Most of us ignore advertising, email
shots, cold calls
Most of us changed
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 than
ever
Most businesses didn’t change
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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 A
Break Through Process
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Becoming a sales super star

Relationship building is not

a mechanical process
where some automation
tools help you do that

Relationship building is
about YOU and the other
PERSON

Now with social media

however you have an all
new way to reach the
people you want to meet

© Copyright Xeequa Corp. 2010

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Get on to some of the top networks

Don’t sit and wait

Find your clients on other networks
If you don’t have an account yet – start one –
they are all free

Explore LinkedIn groups

Check out Twitter
Consider Facebook a top
business tool
Explore SlideShare to
find presentations
And other sites you think to you could find
some of your clients / prospects
Even if you don’t 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 of
networks and sites

You don’t want to search for every contact

every 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 no

CRM system or other software can help at
this stage

© Copyright Xeequa Corp. 2010

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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 don’t 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 manage

your social relationships http://Xeesm.com

Upload your contacts

Click “Social Finder”
Now you know where
your contacts are
Keep them in your
social address book
Add more information
Keep track of visits

© Copyright Xeequa Corp. 2010

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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 person
Engage (Objective 4)
Socialize
Goal (Objective 5)
Arrange for a meeting

© Copyright Xeequa Corp. 2010

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Onboarding

Onboard people from your

contacts
Onboard people from the
search
Onboard people from other
flights (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 Group invite

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 Open Sales Engagement

Don’t 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 introductions
Day 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 don’t need executive buy in to do this

© Copyright Xeequa Corp. 2010

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Managing Flights

Sharing Flights with others

Share with team mates
Share with advocates
Share it with partners
Share it with customers
Export Flight Members
Into CSV file
Leaving 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 strength
Sales Process evolution
Team Experience (Best educated guess)

Algorithm
Relationship strength dominates
Sales process guides
Experience influences

Your forecast is no longer dependent on the

judgment only
More inputs
Higher accuracy

© Copyright Xeequa Corp. 2010

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Reporting on your dashboard

You see how often you

visited your connections
You see the number of
notes you made – number
of connections you had
And you see how many
Flight Objectives you
completed

In the FlightPlan you see

Flight Completion

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The conversation age

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Some statistics

Did you know :

That 40% of voice mails are never even
listened 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 closed
as predicted - the highest number since
recording (CSO-Insights)
That in 2009 sales cycles were 30% shorter on
average (TAS study of 200,000 transactions)
That end of 2009 we had over 100 MM Blogs
30 Million Tweets a day
260 Billion page views/month Facebook
12 Billion videos viewed per month
Is email and phone all you have?

© Copyright Xeequa Corp. 2010

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It’s a “High Altitude” sales model

Social selling is very FAST and gives you

enormous REACH
Press the accelerator hard

Inside Sales
Reach up to 250 contacts a day
Get 30% response rate (only right now)

Field Sales
‘Visit’ 50 people a day
Have 25 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 calls | prep: 1-2 days
Social: 30 dialogs | prep: Instant

© Copyright Xeequa Corp. 2010

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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 sales

super 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

© Copyright Xeequa Corp. 2010

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Feedback – Q+A

Q+A

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 Thank You
+1 (650) 384-0057

http://xeesm.com
Xeesm.com/AxelS
Xeesm.com/MaritaR

© 2010 Xeesm Corp. All rights reserved. Xeesm™ and the Xeesm logo as well as the Xeesm product names are either trademarks or
registered trademarks. 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.
Xeesm Corp. | 228 Hamilton Ave. | Palo Alto, CA 94301 | (650) 384-0057 | www.xeesm.com

© Copyright Xeequa Corp. 2010

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About

Xeesm Corp. (pronounce ’see sum’) provides social business

applications to reach more people faster, build stronger relationships
and a better customer experience. The company developed a
platform that hosts both Xeesm developed and third party social
media business applications.

Xeesm is used across departmental or company boundaries by sales

teams to improve the customer experience, by marketing teams to
improve brand relationships, by product management to develop a
better understanding of market needs or social media based product
launches, by HR teams or recruiter to learn more and faster about
candidates, by channel managers for better partner relationships and
many similar applications. Continuously Xeesm user find new
applications to develop a better way of doing business.

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

© Copyright Xeequa Corp. 2010

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