2O2O COMMUNICATION STRATEGY EXCHANGE
Clients We Serve SALES COACHING & DIGITAL MARKETING
YTD #’s Xerox Canada Agents Portal Visits: 5,506 - 4,771 English / 735 French SET Logins: 714 Attack Pack Downloads: 533 English | 198 French 2019 Webcast Viewership: 216 Avg / Mo Archived Webcast Views: 290 Quiz Participation: 113 Avg / Mo Notes: • Late Start in April / No Communication • Less Field Support • Generic Agent & Partner Friendly Messaging • Partner Portal 44 hits since October launch
“…I have to say, since the beginning of Sell to Win and its partnership with Xerox, as well as watching every webcast over the years, this was the best webcast delivered to date. It was real. Rick was hung up on while still talking. That happens to every rep regardless of tenure…keep up with this form of delivery of content.” Bob Vickers (GLE) 06-Feb-13 RedX “ I thought the webcast was great and funny …my big wow moment was, calling high up with such a laid-back approach…maybe I just need to relax more and not take life so damn seriously lol!” Laurie Jackel (GLE) 11-Jan-16 Document Xcellence “… I thought the webcast was awesome ! Great idea!” Josh Foster (GLE) 31-Mar-16 AOS “... keep doing more and more of these videos!” Ryan Maclean (17-Jun-19) hubTGI “...overall this live cold calling session is great! We should do more of these !” Sabine Jaafar (ASM) 14-Nov-16 XMA Documents INC “... great change up in sell to win video - please do more !” Greg Matsis (GLE) 18-Sep-17 AOS Views Episode 1 244 Episode 2 65 Episode 3 43 Episode 4 36
ü Website ü Social Media ü LinkedIn ü Blogging ü Email Campaigns ü Paid Advertising ü Lead Gen
Identified Insights & Opportunities Observations 1. Contests 1. 15 Year Monthly Communication Culture • 1 st Tuesday of the month (200+ per mo) 2. Field Communication 2. 25,000+ SMB Customer Email Addresses 3. Videos CASL compliant • 4. Quarterly Kickoff Support 3. Channel is inactive on LinkedIn • HUGE SMB communication opportunity 5. Elite Reps (30 – 60 months) 4. Low / No Competitive Intelligence 6. Sales Skills Training (Non - Xerox) • Canadian Competitors 5. Agents are not Digital Marketing like Competitors Questions Basic blocking and tackling • SET Renewal? • 6. Lack of Canadian Case Studies Portal? • • SMB / Proof Sources DTP / Velocity? • MDF? •
GLE 2019 Sample Set # of Authentic in # of Authentic Posts First Name Agency Last Post # of Posts in November #of Posts YTD #of Connections November YTD Josh Foster AOS November 17th, 2019 2 1 - 1w ago 1 - 1w ago 6 500+ Greg Matsis AOS N/A N/A N/A N/A N/A 424 Adam Hart Segue Calgary 2yr N/A N/A N/A N/A 500+ Heather Berzins Segue Calgary 3w N/A N/A 1 21 476 Ian Armitage Segue Calgary 1w 1 N/A N/A 20 500+ Khalil Al-Wazir West X Business 2w 1 N/A N/A 1 500+ Chelsea Mosgrove HubTGI Central N/A N/A N/A N/A N/A 500+ Jack Powell HubTGI Central N/A N/A N/A N/A N/A 500+ Tony Xu HubTGI Central N/A N/A N/A N/A N/A 218 Dominick Deslandes XMA 1w 1 N/A N/A 12 385 Marc-Olivier Dussault GDX N/A N/A N/A N/A N/A 381 Bob Vickers Red X East 7mo N/A N/A N/A 3 154 Laurie Jackel Doc Xcellence N/A N/A N/A N/A N/A 14 Xavier Bluteau GDE N/A N/A N/A N/A N/A 20 Totals 5 1 1 63
Latest Post 6d 16 posts YTD
Latest Post 4h 4 posts YTD
Latest Post 0 0 posts YTD
Latest Post 0 0 posts YTD
Latest Post 4h 28 posts YTD (Xerox Feed)
Latest Post 3mo 10 posts YTD
Latest Post 7mo 16 posts YTD
Latest Post 1mo 26 posts YTD No website
Sales Contests Goal Drive heightened focus on specific “sales activities” and/or “orders” to drive business results. Contest Strategy 1. Avoid Top performers winning every time. Need to include others. 2. Create Ongoing Excitement. Keep the reps engaged and contest top of mind. 3. Fully Manage Execution and Tracking. Simplify for Xerox and reps. 4. Include a Team Based Component. Get people to count on one another. 5. Create Multiple Paths to Win. Give everyone a chance to win. 6. Keep Results Visible. Fun, mobile and non-threatening.
Contest Management Promotion • Registration • Contest Portal • • Simple to Play • Restricted Access • Points Submission Team Competitions • • Leaderboard Reporting http://www.selltowin.com/2018/webcast/summersizzler_demo/index.php Ongoing Promotion • Rep / Promo Videos • Finalist / Winner Announcement • Toll Free Support • http://www.selltowin.com/2017/webcast/christmascomesearly_demo/index.php
Sales Blitzes • Promotion • Launch Activity • Video or Webinar • Activity Tracker • Canadian Tool Kit • Daily Updates • Leaderboard • National • Regional • Agency • Rep
Elite Agent Program 30 – 60-month Sales Reps (non ASM / Specialist) Quarterly Executive Sales Workshops Ø Social DNA Coaching Quarterly Themes – ex. LinkedIn • Profile Enhancement • Network Expansion • Posting Content • Video Capture & Posting • Pro Tips Live Advanced Sales Boot Camp • London Ontario or Regional • 2 Day Premium Content • Competition • Case Study Focused • Video Capture & Coaching Canadians in Cars – Quarterly Series • Feature Top Profile Salespeople • Recognition & Best Practice Sharing
Elite Agent Program 30 – 60-month Sales Reps (non ASM / Specialist) Selling MFP Security to Win Top 10 Printer & MFP Vulnerabilities! COMING Q4 2019 $49/month per seat (Reg $199) Advanced MSP Training - Over 50 Courses ! Includes Weekly Pro Tip Videos!
Channel Communication Support 1. Canadian Field Newsletters – Bal’s Bi-weekly Emails 5. Canadian IT Partner Kit • Coaching Guide A. Manage Brochure • 1. Agent Owner Version Benefit of Partnering Video • 2. Agent Rep Version 6. Monthly Webcasts B. Canadian Market Insights TOP 9 Selling Skills (Replay Selling B2B) • • Industry News 3 Quarterly – Canadians in Cars (In Field Capture) • Competitor Alerts • • Marketplace Trends • Social Coaching 7. Monthly Email Communications Use 25,000 SMB End User Email Contacts • 2. Canadian | App Case Studies - Xerox SMB Content How can we leverage this? • 1. Brochure 2. Video 3. Coaching Guide 3. Quarterly Kickoff Calls 1. Promote, Create ENERGY 2. Optional Hosting or “How to Sell It” Segments 4. App Customer Videos 1. Problem, App Solution, Business Outcome CONTENT 2. Workflow Improvement Stories to Position Apps
Canadian Agency Recruiting Kit 100% Branded Assets • Brochure (2 Sided) • Video of day in the life (60 Sec) • Presentation (8 - 10 Slides) • 3 Social Media Posts
“Go find prospects and sell something.”
SMB New Logo Partner Marketing Bundle Goal – Lead Gen – SMB / NEW LOGO Monthly Activities Value Pack Power Pack Email Campaigns 1 2 Social Media Posts 8 12 – “5 STAR” Custom Blogs 1 2 Lead Generation Game(s) 1 2 LinkedIn Profile Template (Agency Logo) Included Included Monthly KPI Report Yes Yes 30-60-90 Day Calendar Yes Yes Toll Free Support Yes Yes Service Fee $1500 $4000 Xerox Contribution 67% 50% Discounted Partner Fee $495* $1995* Signing Bonus 1 Month Payment Credit Voucher to selltowin eCademy *Add 10% After Dec 30 th , 2019 •
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