SCRM

Deal Reg 2.0 – XeeSM New Social Relationship Management Tool | In My Opinion

According to Axel Schultze, founder of Social Media Academy, “deal registration” has become one of the key program elements for high tech channels. However the many different systems, different processes on one side and the fact that channel partners have to enter deals multiple times are reasons for a rather slow adoption. Traditional online registrations forms are rather unattractive to system integrators, VARs or resellers.

XeeReg may be a new opportunity for large and even small vendors. The new web 2.0 style application is based on a radical new concept. Learn about the new way of multi vendor deal registration March , 2nd – 09:00 (PST)

via Deal Reg 2.0 (March 2) – XeeSM.

Having worked with customer relationship management tools for the past 25 plus years, I have formed my own opinion of which ones worked or didn’t. [Disclosure] I have been fortunate to get involved with the Xeesm Beta program, testing out the functionality of the tool at several levels and have been pleased at the way the tool is helping me manage my social space.

At its most basic level the tool lets me manage the many links to my profile pages, website, blogs, LinkedIn groups and social networking sites.

At the Pro version, you can begin to collect groups of people and track activities in social spaces based on goals you set. The next level of service is opportunity management. If you are interested in learning more about how Social Relationship Management can be different than your experiences with CRM, you should pay attention to Xeesm.

CRM’s Identity Crisis: Duplicate Contacts, Part 2 (computerworld.com)
Your Sales Process is Old | XeeSM and Social CRM | In My Opinion (wendysoucie.com)
According to Gartner Social CRM is Going to be Big (cloudave.com)
Partnerpedia – Connect, Control, Collaborate (networksboise.wordpress.com)
Social Relationship Management Presentation (socialrelationshipmanagement.blogspot.com)

Your Sales Process is Old | XeeSM and Social CRM | In My Opinion

Your sales process is old and it sucks

Axel Schultze is a thought leader on social selling and community. Just read this recent post on social selling on his Xeesm blog:

Xeesm Sales Process in 2010

The sales process you follow was developed 20 years ago and it matched with the buying behavior from back then – but no longer today.

* Lead qualification is nonsense because there are not enough leads.

* Cold calling is less and less effective as nobody returns the call.

* You no longer see inquiries because prospects google their stuff.

* Email lands in spam filters and advertising is ignored

* Reference selling is old because clients find the real users of a product themselves in groups, online communities or blogs like this.

* Consultative selling is limited as you are no longer the most trusted person – nor is media or the “independent” analyst

* When a client comes to you – they know what they want and what price they are willing to pay.

via XeeSM.

No more cold calls

I am currently using the Xeesm Pro version to change up my selling and connection process for 2010. I have first hand experience with traditional selling channels. Whether original equipment manufacturer, distributor, rep, professional services, technical consulting, or technical products, over the past 30 years I have sold the product or service, experienced the channel on both ends and then handled the marketing strategy as well.

I have clearly felt the change in the selling process and wondered how to counter the trend of lead generation going down – even as the marketing efforts have gone up. It was critical to be comfortable with traditional networking and understanding how to participate and engage with people in the important groups, not just join to get names. Even in that scenario trade and association members are aware of this tendency, which has driven them to caution every speaker at a meeting not to do any “selling in the presentation.”

The new social sales process recognizes the change in how the consumer/buyer educates himself before they make the first call. You must provide more value and knowledge to the relationship first. I have seen how this process can be managed with Xeesm.com.

So over the next few months, I will report on my progress and share with you my experience on social selling with applied social media.

What action will you be taking to change up your selling process?

Certified Social Media Strategist Program 2010 (slideshare.net)

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