Social CRM - Xeesm/Edge! Introduction
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Xeesm is a social relationship management platform designed for agile small and medium-sized businesses to enhance customer engagement through effective social selling strategies. It emphasizes the need for sales processes to adapt to modern communication methods, utilizing tools for professional networking and relationship-building. The application provides insights and tracking capabilities to improve sales performance, focusing on the importance of social interactions in the buying and selling processes.
Social CRM - Xeesm/Edge! Introduction
- 1. Introducing Xeesm/Edge!Social Relationship ManagementSocial CRMAxel SchultzeXeesm.com/AxelS
- 2. Xeesm Company OverviewSocial Business ApplicationsTarget Audience:Agile 5,000Highly agile, leading edge SMB companies.Open minded, success oriented people with a natural tendency to networkingXeesm is a product of Xeequa Corp.Founded in 2007Palo Alto, CAPrivately held
- 3. sCRM from Philosophy, Strategy to a ProductX
- 4. Xeesm/Edge!™Idea and conceptWhy we built Edge!(the philosophy / strategy part)
- 5. The buying – selling disconnect today (B2B)////////Sales processes need to be realignedCRM systems fail to support sales teams in the new reality
- 6. Professional Use Of The Social WebWe need to connect with our target audienceWe need to “professionally listen”We need to know what is on top of their mindWe need to find the perfect moment to engageWe need to leverage our advocatesWe need to socialize We need to understand the much broader scope of engagement, a new tool set and align it with our objectivesA very early approach:
- 7. Sales Needs ABreak Through Process
- 8. Buying and selling 2010 (B2B)A similar realignment need to happen in B2C business
- 9. Turning this into a manageable process
- 10. Prepare – Think - EngagePrepareIdentify your top targets, prospects, clientsGo to LinkedIn and look for relevant namesEnter people / profiles into Xeesm/Edge!ThinkCheck if any of your friends can make an introductionSetup Google AlertsDefine objectivesEngageVisit your contacts daily / twice a weekListen, comment, respondKnow when to act
- 11. Creating a lead generation flight / setup an opptyStart (Objective 1)Listen and learnTouch (Objective 2)Comment and respondMilestone (Objective 3)Connect with the personEngage (Objective 4)SocializeGoal (Objective 5) Arrange for an appointmentEstimate 10 days to develop a relationship
- 12. Your Customer Engagement Process
- 14. A high speed, a high reach sales model‘Social’ does NOT mean slow moving, time consumingSocial selling is actually a FAST, HIGH REACH sales model (if done right)Inside SalesReach up to 250 contacts a dayGet 30% response rate Field Sales‘Visit” 50 people a dayHave 30 meaningful dialogsAdd online to the mix of Phone & F2F
- 15. Flights! + Edge! = sCRMFrom entity focus to people focusFrom cold calling to socializingFrom cookie cutter sales processes to custom engagementsRelationship strength as new key performance indicatorFrom best guess forecasting to predictive models
- 16. Keeping track of notesThe notes you leave within a flight are available on your dashboardIt shows time and source i.e via contacts or the Flight NameClick on the person and you get to details and respond.
- 17. Your customer engagement streamSocial engagement person by personDay 1 review all sitesDay 2 listen / read several postsDay 3 chiming in the conversationDay 4 commenting on relevant blogsDay 5 commenting on a group questionDay 6 making an introduction to someone Day 7 suggesting an interesting site or postDay 8 invitation to your own groupDay 9 Have a conversation over the phoneDay 10 Bring others to the conversationDo care – but do not sellBe social first – the selling comes at the end
- 18. The conversation ageBottom line:Customers are in the process of redefining how they want to talk with you. - Louis Columbus (2008)
- 19. A tectonic shift in architecture
- 21. Predictive Model Based ForecastThree core attributesRelationship strengthSales Process evolutionTeam Experience (Best educated guess)AlgorithmRelationship strength dominatesSales process guidesExperience influencesYour forecast is no longer dependent on the judgment onlyMore inputsHigher accuracy
- 22. ReportingContact sourcesOpportunity Volume / monthNo. of opportunities
- 23. Reporting on your dashboardYou see how often you visited your connectionsYou see the number of notes you made – number of connections you hadAnd you see how many Flight Objectives you completedIn the FlightPlan you see Flight Completion
- 25. Managing Xeesm ApplicationsSharingShare with team matesShare with advocatesShare it with partnersShare it with customersExportInto CSV fileIntegration (Q3)Webservice APIContact informationSocial GraphFlight ProgressOpportunity status…
- 26. What Xeesm stands forXeesm provides social business applications that help you to professionally leverage places like LinkedIn, Facebook, Twitter, YouTube, SlideShare, PlanCast, Meetup…Business teams need new tools navigating all those destinations, events, activitiesIt is the new way of “visiting” clientsXeesm is a social business application platform helping business teams in all departments to build a better customer experience.
- 27. Where do you go from here?Create a free Xeesm account - xeesm.comInstall Flights™ (free version)Upload your contactsAdd their respective social locationsSocializeStart Monday morning Use it 20 minutes a dayReview your progress next Friday Add Edge! To your apps next weekLet us or any of our partner help you
- 28. Pricing model, options, customizationXeesm/Flights!Free$20/user/month (Business Edition)Xeesm/Edge!Free$40/user/month (Business Edition)Service optionsYou run it all yourselfIt’s easy enoughWe help you implement and roll it out$3,500 complete package 3 Month full support, whatever it takesCustomizationProgram structure, rules engine…
- 29. Feedback – Q+AQ + A
- 30. Thank You(650) 384-0057http://xeesm.comXeesm.com/XeesmPlease 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
- 31. 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.
- 32. Why is Xeesm particularly strategic?Before you start social media monitoring you probably want to know what you actually do with the information.Before you run any fancy Fan Page and have some cool initiatives you probably want to have a plan how to actually engage.Before you invest in social media marketing, you probably want to have a plan how your sales team is processing the opportunitiesXeesm is the only tool in the market that helps to follow a process, shows progress and allows to consolidate reports from teams
- 33. A few examplesWholeFoods (B2C)Grew during the recession despite the fact that it is a more expensive shopZappos (B2C)Grew from $500MM to $1B from 2006 – 2009 – selling shoes onlineComcast (B2X)Turned a mediocre and controversially discussed brand to a well respected companyCisco (B2B)Bypassed any competitor, invested in new media while others filed chapter 11, got bought.