This document discusses how sales processes need to adapt to changing customer behaviors and the rise of social media. It recommends that salespeople spend 20 minutes per day on social media to strengthen relationships, monitor discussions, and engage prospects without directly selling. A three-quarter action plan is proposed to discover prospects on social networks, build an online community, and leverage advocacy to gain mind share over competitors. Training on relationship and social selling is also promoted.

1. Beyond Glen GarryPut social in your sales process and get to the next level AndyRudin Axel Schultze Xeesm.com/AndyRudin Xeesm.com/AxelS

2. If I signed up for this webinar, what would I want from it? Know how to solve a persistent problem or challenge in a new way Strategies and tactics that provide me a competitive advantage Skills I can apply to a broad range of selling situations

3. "You have to leave the city of your comfort and go into the wilderness of your intuition. You can't get there by bus, only by hard work and risk and by not quite knowing what you're doing." Alan Alda (1936 - American actor, screenwriter & director

4. Fast facts 60% of B2B salespeople said sales cycles are getting longer. 25% of buyers said social media influenced the selection of a solution provider. 43% of buyers followed an online discussion or conversation to learn about a product. 22% of buyers connected directly with a solution provider via social networks Source: OneSource’s 2009 B2B Buyer Transformation Study

5. Yet, some sales objectives are unchanged: Beat the competition Identify new opportunities Shorter buy cycles with better predictability Greater productivity

6. Make lemonade with a new sales paradigm! Asking the right questions: From initial query to purchase, what is the path that prospects expect? What path do they actually take? What tools do prospects use and where do these fit in the buying process? What must occur to ensure the buying process continues? What tools are available to professionally leverage the connection web?

7. Sales did evolve in the past and will continue to do so Do you still carry your wares on your heads? Do you still sell door to door ? Do you still call up and down your rolodex?

8. The buying – selling disconnect today (B2B) // // // // Sales processes need to be realigned CRM systems fail to support sales teams in the new reality

9. The model of influence changed in its foundation Leads represented the start of a sales process ending with an “Educated Purchase Decision”. But the customer education process has fundamentally changed The leads sales people get today are nothing more than purchased addresses! + Internet reg. pages + TV commercials + Tradeshows + Bill boards ???? News paper

10. Some did quite well regardless WholeFoods (B2C)Grew during the recession despite the fact that it is a more expensive shop Zappos (B2C)Grew from $500MM to $1B from 2006 – 2009 – selling shoes online Comcast (B2X)Turned a mediocre and controversially discussed brand into a well respected company Cisco (B2B)Bypassed any competitor, invested in new media while others filed chapter 11, got bought.

11. The conversation age Bottom line:Customers are in the process of redefining how they want to talk with you. - Louis Columbus (2008)

12. Looking forward – not backward

13. Buying and selling 2010 (B2B) A similar realignment need to happen in B2C business

14. First things first Have your own presence up and running like Twitter, LinkedIn, Facebook… Let all your contacts know where and how to find YOU – be approachable first THENTake your customer list and see for yourself if they are engaged in social media. Build your “Social Address Book” so that you can find any of your clients right away.(Like you have your physical address book – not your yellow pages with you) Xeesm.com is a free Social Address Book

15. Lead generation 2010 Social media monitoring100 different tools Scoutlabs, Biz360, Techrigy… Use Google Alerts Daily prospect visits (You have 600 Minutes a day) Networking (getting connected) Leave comments and notes Care & share Help people find what they are looking for But don’t sell ! – Not NOW!

16. Reference Selling 2010 Prospects want to connect with existing users There is no longer “the reference customer” instead an entire community of references Make sure prospects find your customers as easily as possible without your intervention or participation

17. Social media is where customers meet customers forexperience, skill development, failure prevention…

18. Your Customer Engagement Process

19. Successfully leveraging social media

20. Your customer engagement stream Social engagement one person at a time(remember you have 400-600 minutes a day) Day 1 review all sites Day 2 listen / read several posts Day 3 chiming in the conversation Day 4 commenting on relevant blogs Day 5 commenting on a group question 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 selling comes at the end

21. It’s a high speed, a 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

22. Prospects Need Pricing Early in their Research Pricing Contrary to what most people think, prospects need budgetary pricing early in the Awareness and Research Phases

23. 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 "If I knew more precisely what moves and motivates my prospects, I could be more effective communicating with them.“ Know what people care about Make EVERY sales person a Sales Super Star Increasing Sales by 20%Make the $1 Million quota  $1.2 Million Because you canBecause your competitor is lame

24. Turning this into a manageable process

25. Social CRM From entity focus to people focus From cold calling to socializing From cookie cutter sales processes to custom engagements Relationship strength as new key performance indicator From best guess forecasting to predictive models

26. Where do you start?

27. Creating an action road map for the next 3 quarters 20 Minutes a day ! (4%) 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!

28. A three quarter sales development process Q1 Discovery Process (Apr, May, Jun) Social Media Monitoring Individual engagement Substantially strengthening relationships Q2 High Impact Sales Process (Jul, Aug, Sep) Community Building Process Visiting 200 customer per day / per person Social CRM expertise Q3 Social Competition (Oct, Nov, Dec) Mindshare development Advocacy engagement strategy Relationship based competition displacement

29. Social Selling Training Relationship & Social Selling Training Starting May 14 Four session, one per week, one hour Plus exercises (All Online) Dates: May 14, May 21, May 28, June 4 8 am Pacific Time (PDT),11 am Eastern Time (EDT),17:00 Central European Time Program no. SOMA-3012 Price: $495 per person

30. There are the new leads “there are the Glen Gary Leads” “they are not for you… “…they are for closers”

31. Feedback – Q+A Q + A

32. Thank You (650) 384-0057 http://xeesm.com Xeesm.com/Xeesm Please comment on our Facebook page, LinkedIn Group or Blog or tweet about your thoughts © 2009 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

33. About Xeesm is a brand of Xeequa Corp. Xeequa is a social business application provider helping business teams to create a better customer experience for their market. Xeequa solutions are delivered as Internet based software service (SaaS), focusing on small medium enterprises. Xeequa has representation in the US, Europe, Asia and Australia. More info on http://xeesm.comhttp://xeeurl.com and http://xeequa.comor +1 (650) 384-0057. The privately held company is based in Palo Alto, California.

34. “…my customer is not using social media…”

35. Changing the way we use Social Media Moving from Network Focus to People Focus No more searching every single person No more distraction from the social chatter No more random streams Instead focus on relevant people Moving from reacting back to acting No more reacting what you accidently see No more reviewing who just happens to be online Instead visit all your connection and know what is on top of their mind – and ACT.

36. Engagement and Socializing

37. The toughest decision - Cutting the ropes