Inbound Marketing Expert Wes Schaeffer The Sales Whisperer® Hosts The CRM Sushi Podcast

https://blog.thesaleswhisperer.com/p/the-swarm-demo Get your free 60-day demo of The Swarm with this link: https://theswarm.com/wes 00:00 Introduction to The Swarm 04:19 Applicability for Salespeople 06:17 Revealing Hidden Relationships 10:01 Determining Relationship Strength 14:05 Leveraging Existing Relationships The Swarm is a next-generation CRM and network relationship management system. It helps you organize and manage your relationships by building workflows and tapping into the collective influence within your network. The Swarm aggregates data from various sources, such as LinkedIn, email, and work overlaps, to determine the strength of relationships. You can filter and organize your connections based on target accounts and engage with them through personalized intro requests. The Swarm is particularly useful for salespeople who can leverage their existing relationships to gain warm intros and increase conversion rates. Name your price for the Make Every Sale Program here: https://saleswhisperer.gumroad.com/l/OiXZk   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss YouTube — https://www.youtube.com/@TheSalesWhispererWes Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/ https://www.thesaleswhisperer.com/c/ipa

Links Mentioned In The CRM Sushi Podcast Take The CRM Quiz: get a free 15-minute consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months GUEST INFO: Guest Site: https://www.simplii.net Guest LinkedIn: https://www.linkedin.com/company/simplii/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC The CRM Sushi Podcast Website: https://www.thesaleswhisperer.com/crm-sushi Apple Podcasts: https://apple.co/3AUjTBc Vimeo Full Episodes SUPPORT & CONNECT: Check out the sponsors above, it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer

The CRM Sushi Podcast showcases Reprise, the demo creation platform of your dreams—now a reality. Built for presales, sales, and marketing teams to win. CRMQuiz.com

Links Mentioned In The CRM Sushi Podcast Take The CRM Quiz: get a free 15-minute consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months GUEST INFO: Guest Site: https://www.11sight.com/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC The CRM Sushi Podcast Website: https://www.thesaleswhisperer.com/crm-sushi Apple Podcasts: https://apple.co/3AUjTBc Vimeo Full Episodes SUPPORT & CONNECT: Check out the sponsors above; it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer

Links Mentioned In The CRM Sushi Podcast Get your free trial of Sendspark and save 33% for three months with promo code SALESWHISPERER Sales Growth Tools Mentioned In The Sales Podcast Take The CRM Quiz: get a free 15-minute consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for 3 months GUEST INFO: Guest Site: https://www.sendspark.com Guest Twitter: https://twitter.com/sendspark Guest Facebook: https://www.facebook.com/sendspark/  Guest LinkedIn: https://www.linkedin.com/company/sendspark/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC The CRM Sushi Podcast Website: https://www.thesaleswhisperer.com/crm-sushi Apple Podcasts: https://apple.co/3AUjTBc Vimeo Full Episodes SUPPORT & CONNECT: Check out the sponsors above, it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer

Get your 2-week free trial of Leadferno Took five days over email to try to buy a boat when it could've/should've been a 5-minute discussion SMS helps you convert lurkers to leads quickly High risk and high reward to build your own Text blasts are great for e-commerce Consumers like the two-way features of text, i.e., it's a utility Broke code in early 2021 Sept 2021 went to market "The Lead Box" is always visible for the consumer to engage Customize the buttons and the movement Channels Put the top conversions in front of the customer Go right to text Link out to any URL like your scheduling tool Click to call and track it Primary button Icon (he recommends including "Text" since it's a game changer!) Reporting Google Analytics Funnel Message with Facebook Messenger and Google Business Messages No broadcast SMS, purely one-to-one "Add to Contacts" Free 800 number Can port over landline Turn lurkers into leads." All, Unassigned, Me folders First-come, first-served by sales reps Transfer communications Management can oversee conversations Orange, Green, Blue, Grey Integrates with CRMs, but the SMS is sent from inside Leadferno Zapier integration and an API for custom integrations Instant auto-reply to establish immediate contact During business hours After hours Run multiple profiles Segmentation of inboxes Service departments or locations Have one account but multiple profiles for each location Everything is time-stamped and user-stamped Shortcuts, i.e., snippets Team Personal Conversations can be transferred/assigned Schedule texts in the future for follow-up Closeout conversations as Won or Lost Start new conversations I hate convincing prospects Service requests Google reviews Two-week free trial Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Get your 2-week free trial of Leadferno

He was working a lot in WordPress and it was complex Too many weakest links In late 2019 he wanted to create a no-code WordPress infrastructure Create a funnel-builder inside WordPress and throw away the duct tape Still integrates with CRMs and payment integrators It's a journey of elimination Load quickly, launch quickly, work from day one Be cute and clever or you can be clear Can you build your entire business on just three tools? Gmail DropFunnels Zoom He solves his own problems! It's a journey of elimination." Funnels, Courses, Pipelines, Lead Quizzes Get paid: PayPal increases conversions between 2-10% Get paid in crypto SMS chat with leads Templates Import ClickFunnels pages Authority funnel—a one-pager with one call to action (Tony Robbins has "Get Tickets") Create Product 10-50% will take an order bump Add an upsell easily SMS included Reporting Split test one thing at a time Headline Graphics CTA Do SMS from a real phone number Own your own domain to control your domain reputation Page speed is critical Rankability Traffic, Marketing/Conversion, Follow-Up DropFunnels is the Marketing/Conversion He likes conversational closing He uses ActiveCampaign People want relationships Integrates with Twillio for SMS Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Get your account of Drop Funnels at 50% off for three months here (DropFunnels.com/crmsushi)

Make complex sales faster Not just one decision-maker Not just one sales call Your internal champion needs to be empowered to carry your key points Your internal champion is an expert in their problems Craft sales content that's guaranteed to close." Develop content around the buyer's own words Work as a team with the champion This helps you follow good practices Stay on track with good processes Conversation, intelligence, sales enablement Current processes are too manual and labor intensive Make it easy to follow more of a buyer-enablement focused process I rehabilitate salespeople and train their managers Most sales managers are massaging the reports their salespeople provide You need sales processes to scale Stages on Workspace Uses various plan templates Positive and Negative keywords Listens in real time to find the keywords and create content blocks Gong, Chorus, etc. help salesreps deliver the right pitch during the meeting Fluint helps capture content for the follow-up Invite Champion into the workspace Develop the message with the champion He started this on Google Docs to see if buyers would share this across the organization He did $1 million by using Google Docs, but why aren't other sales teams doing this? It was hard to build the content Conversations got lost in the email threads This is one dedicated process for all sales reps to follow Get notified of new activity Free beta right now but you must provide feedback Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Request access of Fluint

Ecommerce Platform + Marketing Automation Everything You Need To Grow Your Business. Email, SMS, Mobile, Journeys and Ecommerce - We give you all the tools to scale and simplify the way you connect, market and sell to your customers! Unified platform, not "all-in-one" Volume email player Landing pages, surveys, etc. Bought a Shopify Plus competitor Bringing in additional e-commerce functionality (Nedo out of Australia) Email is still king Email deliverability is vital Data is king in email deliverability You need to look at email deliverability by ESP Pro and Enterprise Maropost customers have their own dedicated email deliverability expert Shared IPs hurt your email deliverability Google made changes that hurt email deliverability for a lot of customers It's not just about the send, the open, or the click When you transition to Maropost they warm your IP address for 30 days or so Maropost assists with your sends as well How to warm up your IP address Maropost looks at your domain reputation Maropost gives you a realistic report on how you look on the interwebs Reporting on email opens is changing Maropost looks at "Unique Opens" Maropost is not a CRM Most Maropost users are B2C ROI on email marketing is north of 40:1 still Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Get your free trial of Maropost

What You'll Learn In This Episode of The CRM Sushi Podcast... Don't get CustomerHub if you want to pay for 22 tools instead of 3 Don't get CustomerHub if you want to pay for a bloated WordPress install Re-tooled CustomerHub in March 2021 It's a standalone platform It's simpler than WordPress More affordable than Kajabi Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Start your free trial of CustomerHub

What You'll Learn In This Episode of The CRM Sushi Podcast... Nikolaus Kimla, founder of Pipeliner CRM Past guest on The Sales Podcast episode 439 The first and only CRM today in the SMB space that has the key account management embedded Three inner and three outer rings API Automatizer: sales and marketing automation is the key Backend Functions Activities Outer Project Engine Key Account Management Reporting Engine Analytics Engine Salesforce Automation Reduce the repetitive tasks No coding, just drag & drop  Worked for Apple in Europe Brought Apple to the universities in the 80s and had the first computer-to-computer networks Has spent four years to make the drag-n-drop features easy The typical salesperson needs to focus on leads and activities Multiple pipelines available View as a map overlay feature View as a list View in a compact form Drill down and see the hierarchy/org chart View as a bubble chart View deal velocity Great tool for both the hunter and farmer, i.e., account management salesperson "Add to Comparison" Products Categories Find accounts where you can upsell, cross-sell The Navigator is where you start your day Ready to qualify Ready to move Old Leads Lazy Opportunities Tasks Missed Close Date Velocity Issues The Largest Open Opportunities Everything starts with a Lead Chop it up into targeted Lists Send email broadcasts and see reports Sent Opened Clicked Call from browser is integrated and included Sidebar for Outlook and Gmail Create Reports on the fly Customize with fields Create charts from reports Schedule reports to update and be sent to you regularly and automatically What you love, you use." The UI is engaging Email history is saved inside the CRM Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Start your free trial Pipeliner CRM

What You'll Learn In This Episode of The CRM Sushi Podcast... HubSpot and Infusionsoft won't give you the type of reports EmailAnalytics gives This shows how your team is using email throughout the day Internal, prospecting, etc. 25-50% of the average professional's workday is spent inside their inbox Productivity tools can show you some reports, but they don't look at email inboxes like this Meant for managers of teams, i.e., sales, service, remote, etc. who need better insight as to how their teams are spending their time Who is over-worked? Who needs more work? Who are my fastest responders? How does this impact sales? {{cta('67ba3142-9b0c-40b0-9cc4-b83f67ff8c66','justifycenter')}} Just because you're an email admin doesn't mean you know what your people are up to 35-50% of all sales go to the vendor that responds first If you respond to a lead in under 60 minutes, your chances of closing the sale go up 700% The Hawthorne effect refers to a type of reactivity in which individuals modify an aspect of their behavior in response to their awareness of being observed. Respond 42.5% faster with EmailAnalytics You're overwhelmed already EmailAnalytics puts this reporting at your fingertips Leverage the daily and weekly default reports to keep it simple Persistence is key to success in any venture If you want something, keep asking for it Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Visit EmailAnalytics and visualize your team's email activity and use promo code "sushi" for 20% off your first two months

What You'll Learn In This Episode of The CRM Sushi Podcast... Get 30-40-50% open rates with your email Are you sending the right emails to the right people? The Health Check currently works with ActiveCampaign, HubSpot, Infusionsoft by Keap, Keap, Mailchimp, ConstantContact, CampaignMonitor and Send In Blue. Related Posts Ontraport email deliverability expert shares how to do email right ActiveCampaign email deliverability expert shares how to get your emails opened Watch Previous Episodes of The CRM Sushi Podcast

What You'll Learn In This Episode of The CRM Sushi Podcast... 11 years and continue growing The phone still makes sales It's a power dialer Simple CRM (not like Salesforce) Upload spreadsheets or pull them in via an API Create a lead stream Works in the U.S. and Canada Typical customers are 5-10 seats but they scale from 1 to 100's It can be outbound cold calls, recruiting, mortgage, real estate, financial services Clients are switching from paper, some are using Excel/Google Sheet, some are switching from CRMs, and some use them to integrate with Salesforce, HubSpot, or Zoho If you're making at least five calls at a time, PhoneBurner makes sense Voicemail, email, and texting See 2x to 4x increase BCC back to Salesforce, sync with HubSpot Zapier, PieSync, etc. PhoneBurner is dialing one-on-one, click to leave a voicemail Multi-media, multi-step is the key Great, live phone support 12 hours a day, five days a week Phone scripts Customize your playbooks It's not a predictive dialer so there are no delays Unlimited license so one person could use it 10 hours a day but the emails and calls will be coming from them Leverage their Custom Email Sending Server LeadStream lets you do a blind pull and assign leads quickly Send automatic SMS coming vPhone is an option if you need your own number so salespeople aren't using their own numbers

What You'll Learn In This Episode of The CRM Sushi Podcast... Action-based lead management system Selling is a process Actions must be performed at the right time 11,000 users Lead view Pipeline with multiple-pipeline view Create leads via API, email, business card scanner, Zapier, native integrations with other platforms Lead Clipper can import contacts from LinkedIn or contact from any person you see online To do or Standby Set reminders Set action, ie. SMS, Call, Meeting, E-mail, send quote It will send you a reminder Won/Lost Edit contact records quickly Log activity Collaborate with your team by "@" them Customize the list of activities Disposition each outreach quickly Tag your leads Source Product/Service Loss reason Upsell opportunity Add attachments Call or email right from the contact (opens Gmail) Scripts to be used by your team (like HubSpot Templates and Sequences) Prospect qualification guideline (like HubSpot Playbook) Pros, Cons, etc. Integrate with quoting and invoicing tools Cold prospects vs. Leads vs. Clients Import your Cold Prospects Convert to "Lead" with one button Move to next quickly Send one-on-one emails via your email tool Reporting Dashboards Statistics Pre-defined reports Call logs, etc Best for 1-30 or 40 salespeople Free trial with a low price point Monthly or annual options Will help you think about your process via the Admin settings Stick to their promise of helping sales teams vs. marketing or support Chat support in seven languages

What You'll Learn In This Episode of The CRM Sushi Podcast... Not quite the "voodoo" of Custom Audiences Started because as a startup he was low on funds and low on lead lists Be selective with your lead generation and outreach Create your Buyer Personas Your product roadmap, etc. flows from that You're usually targeting smaller businesses that may be hard to identify Buy a list or run ads...both can be expensive LinkedIn gives you a great starting point, but you still have to do the search 10x your B2B lead generation No need to run ads All search engines help you search "the world," but Linkdra helps you search just LinkedIn Targeted search to directly reach your ideal prospects Go from cold to warm leads by activating your LinkedIn Use their Live Search for LinkedIn Easy prospecting with LinkedIn Search Deep Connect to Convert Action Connects Safe by Design No plugins No extensions Use your regular browser Get 4x more responses with preview cards Setup Card Share Link Fill your CRM automatically Built for Teams No repeats or duplicates Library of common personalized templates Progressive access rights Central contacts database Search public indexes to avoid being throttled by LinkedIn The downside is that the data is not as fresh as if you hit LinkedIn directly and you'll get a subset of the full data Put speed on your side but stay human to get the best results Use smart assistants vs. 100% automation Six steps to lead generation Define your target customer persona Setup requirements (location, roles, keywords, organizations) Sales Navigator defaults to larger companies Linkdra helps you find key prospects at smaller companies Run search by requirement Score results, filter for best matches Send connection request with a killer message (this is the first time you engage with LinkedIn) On connect, share a warm thank you note Extensions are easy to detect and shut down by LinkedIn Workbench Search: smarter automation Automated boolean Search, score, sort in minutes Saves your past searches to reuse or start fresh Connect: at scale Review results, score, filter Engage: Stay in touch Import data right into HubSpot or other CRM URLD.in is in beta now to send images via messages Includes UTM Tracking Great for agencies and recruiters

What You'll Learn In This Episode of The CRM Sushi Podcast... Sales enablement is getting the right internal marketing content into the hands of your salespeople so they can get that to their hot prospects in order to move the sale along the pipeline Make sellers more effective It's hard to get face-to-face today Zoom meetings can only get you so far Content and conversations close deals Make your content more engaging Content should be consumed, not scrolled through Immerse your prospects into your content like a movie or a game Interactive content is more than dynamic content The medium is the message  Your prospects can self-direct how they consume Micro-app for rapid development Live app to import existing presentations into their format Merges and renders both PowerPoint and Google Presentations seamlessly Authoring tools are not engaging Make your presentations engaging Features both standalone and integrations with CRMs like HubSpot Track deal stages, top sales reps, and accelerate sales Gain visibility into how to close sales faster Designed with an open API Related Posts Sales Enablement 101 Use Artificial Intelligence To Close More Sales With Chris Orlob

What You'll Learn In This Episode of The CRM Sushi Podcast... Virtual IT Lab Provider Replicate a computer system Demonstrate your solution Remove the need for the physical device Sales demos Training Customers Staff Buyers are... Critical Smart Busy Distracted  Let buyers get hands-on and test what's relevant to them Replicate at scale Do multiple demos with ease Manage large sales teams effectively Internal and client training Set policies for timing (start/stop) Password protect Maximum students Isolate the sandbox from a production environment Do Sales Enablement for real! Train channel partners

What You'll Learn In This Episode of The CRM Sushi Podcast... Not always easy to invent and design says Jeroen Corthout, CEO Likes building things for that sense of ownership April 2014 had the idea Had to find a good name: SalesFlare Less work, more sales. A simple yet powerful CRM for small businesses selling B2B. Didn't think about building a CRM CRMs are broken They take a lot of work to use People don't like Salesforce It's not built for follow-up It's not built for the end-user Salesforce is built for management Most CRMs require data duplication Email Phone Calendar He had a business intelligence business He wanted a system to help him stay up to date instead of keeping the system up to date Saw how MailChimp worked and provided feedback and it was interesting Liked how marketers could measure everything but salespeople couldn't do it easily Bigger companies weren't interested because they thought it was two databases SMB users are looking for a practical CRM It can replace Salesforce and Microsoft Dynamics Data automation is key Built an investor deck Built a prototype No real development for several months Kima Ventures funded deals fast Incubator in June then an accelerator in September Shifted from large businesses to the SMB space Late 2015 landed first CRM customer who replaced Microsoft Dynamics Pulls data from FullContact Syncs calls from Android Tracks emails When meetings are created SalesFlare pulls in that info from your calendar Notifications  Tasks Today Upcoming Completed Overdue Suggested Inactive Add meeting notes Reply to emails They are automatically completed when the actions are taken Pipelines Multiple can be created Drag & Drop stages Set colors on stages Logos added Advanced filtering Workflows Email until they open or engage Sent as personal email (remove the unsubscribe button) Merge fields to personalize Insights (Dashboard) Revenue Avg Sales Cycle Avg Value Won New Expected Comparison Top Earning Accounts Top Lead Scores Top Lost Reasons Funnel Analysis Team Metrics Review by time in the past Setup guide during trial 12 steps Complete them all to extend your free trial Settings Configure pipelines Billing Customize fields Task settings Notification settings Email settings Calendar settings Applications & integrations Import data API keys Use PieSync for 2-way contact synchronization Zapier templates available

What You'll Learn In This Episode of The CRM Sushi Podcast... Sales engagement with a B2B database rolled into one platform All data is B2B email Helps you find great leads 44% of salespeople only follow-up once Autoklose helps you automate your follow-up with qualified leads InfoUSA or Discover.org Connects to your own ESP—GMail, Outlook—and sends on your behalf 150-250 per day is his recommended sweet spot for outreach They allow up to 500 per day Run many different campaigns that run automatically and stops automatically when the prospect replies Dashboard updates every 5 minutes Four simple steps to launch a Campaign He includes weekends when he's reaching out to C-Level executives but not managers Cold outreach cadence of 3-4 days is good in the beginning Scans email for SPAM content Embed video with Vidyard Sequence stops when actions are taken A/B split test Everything is BCC'd back to your CRM so it's tracked Send short emails of 50-75 words Personalization is key They are Google-approved by passing an expensive Google audit Building cadences for every industry (free tool) Offers content and cadence building as a service On-boarding and training now part of all new accounts Free support 14-day free trial

What You'll Learn In This Episode of The CRM Sushi Podcast... SEO vs. SEM vs. SEA Search engine optimization Search engine marketing Search engine advertising (a little more straightforward) Content is still king in SEO SEO is not dead 11 years with 800+ staff in the company Online visibility management & content marketing platform 2 tools in 2008 42+ tools now SEO Content Advertising Competitive Research Social Media Sales, BizDev, & Affiliate Teams Menu Competitive Intelligence Add-On Advertising Content and PR Social Media Management Competitive Intelligence Add-On Traffic Analytics Market Explorer Market Explorer (Start here) Game Changers Established Players Leaders Niche Players Share of Visits Create a Custom Market Traffic Analytics Focus on a top competitor Traffic Sources Referral Search Top Pages See the top pages of your competitors Search for "cart" or similar phrases for e-commerce sites to see how they are converting Geographic Distribution Destination Sites Subdomains Bulk Analysis Advertising Advertising Research Ads—see the ads they are running Display Advertising Paid Search Trends Paid Search Positions PLA Research Content Marketing Toolkit Topic Research SEO Content Toolkit SEO Writing Assistant Readability SEO Originality Tone of Voice Brand Monitoring Post Tracking Content Audit Lead Generation Tool (great for digital marketing agency) Opportunity Social Media Social Media Poster Social Media Tracker Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Start your free trial of SEMRush now

Sales Engagement is more than a CRM It's the dialer, the bulk email, etc. Modular approach Beta users Feb 2019 Paid users Sept 2020 Started with six features Email Calling/VoIP CRM Store quotes Nice interface Voicemail drop Auto-note pop-up Rolling history Pinned Note Schedule SMS Edit/Stop sequences easily Custom fields Opportunity pipeline Edit opportunities via pop-up window Stay in the pipeline screen Color-coded deals Multiple pipelines Change views between card and table Inbox color-coded—Low, Medium, High Task view Calendar view Rolling list view Template creation is easy SMS Email Sequences Internal and external Automated and manual Chrome plug-in for LinkedIn sales outreach Embed video in emails Done-For-You data migration Big in the MLM space and home healthcare Mobile app rolling out in Feb 2020 Pricing Flat rate per user No pricing for contacts Heavy on support Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Automate Your Lead Generation and Cold Emails Find leads and outreach in seconds with personalized, effective emails Technically it's a "Pre-CRM" Helps you do digital marketing/prospecting at scale Control your pipeline with outbound outreach Focuses on local businesses Built for digital marketers so you can segment by AdWords bidding AdWords lacking Social lacking Standard and Auto options Gets sent from your ESP via API Software will audit their site Integrated CRM See opens Take notes Add to sequence Follow-up is key to email marketing Building a Zapier connection Get them to reply. Get them on the phone. Send a "Fake-audit" Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.  

Get the show notes and bonuses for all episodes here. Join The Cool Kids Club Formerly in sales and frustrated with ACT! and Salesforce in the energy sector in Houston Moonlighted on the side while developing his CRM and launched in 2003 He targeted the big CRM—ACT!—and offered an online home for companies using ACT! Helped those users transition Average customer lifetime for a SaaS CRM is only 28 months Buyers get distracted by the bells and whistles of the new CRM You need to get your salespeople to use the CRM What do you need to know about your customers? "Why do you need to spend this money in the first place?" The marketing automation industry has done a disservice to sales teams over the last decade We try to "warm up" leads for salespeople and then marketing washes their hands But sometimes it takes longer to close due to nothing the salesperson did or didn't do Which department is most important: sales or marketing? Most people have haphazard sales processes Includes marketing automation There is a lot of low-hanging fruit in your database of old leads If your list size is 2,000 and you have an average sale of $2,000 you'll make an extra $8,000 per month, every month you stay in touch Write down your customer's pains and send an email addressing each of those pains Works in all browsers Mobile app has business card scanner Great reporting/dashboard Leave a voice note that is transcribed automatically onto the contact record Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®. Use these resources to grow your sales: Sell More This Month Hire Better Salespeople Hire The Best Keynote Speaker Find Your Best CRM Join the Free Facebook Group Check out early episodes of The Sales Podcast: Episodes 1 to 10. Episodes 11 to 20. Episodes 21 to 30. Episodes 31 to 40. Episodes 41 to 50.  

  http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Hear Jeremy Shapiro's entrepreneurial journey on The Sales Podcast Help desk + messaging platform Inbound emails Inbound SMS Support cases Live chat Email broadcasts Emails coming into your work/personal email is a nightmare You can't scale by forwarding your emails to your support staff Shared email addresses can't prioritize or track who replied Transition Your team Your customers If you don't take great care of your customers...someone else will." ~Kate Zabriskie Great customer service is a profit center. If I had an hour to solve a problem and my life depended on it, I would use the first 55 minutes determining the proper questions to ask." ~Albert Einstein Who does FuseDesk help? Visibility and insights for Business owners Accountability for team Ease of use for customers Login with your Infusionsoft/Keap user ID Create Cases with Infusionsoft Campaign Builder Works with many membership sites Accessally Memberium iMember360 Wishlist Member Two simple views for your team Case Queue Actual Case Automate the flow of support emails Templates for quick replies with merge fields Color-code age of tickets Auto-follow-up with customers to measure how you're doing Earn your "Commitment To Excellence" badge Apply Case Tags to trigger detailed automation Route VIPs Integrates with Slack to keep team updated

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Have a CRM that your salespeople want to use and are not nagged to use and update that actually helps them sell First CRM made by salespeople for salespeople Customizable pipeline stages Integrates with e-commerce Integrates with quoting tools Can be used as a project management tool Can create multiple pipelines by vertical or industry Integrate email with Gmail, Outlook, POP, IMAP Build templates and email sequences Track opens and clicks Scheduling Progress Dashboard Reports Goals Import contacts via CSV Great on-boarding No fee if you need help and you meet certain requirements 10 years in business with no big prices increases Not an email marketing tool, per se, but it does integrate with ESPs Use an integration for round robin lead assignment Great mobile app Chat and phone support

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Make engaging videos over email Started tripling leads and they realized they were onto something Didn't go looking for a video product Matt is a designer by trade They were/are a research company in the video space so they understood videos Video is just a medium Be more authentic and transparent FINALLY! Stop trying to cut all corners Do what does not scale to really connect Desktop and smartphone app He recommends you use your phone Bonjoro sits on top of your CRM Make the prospect feel special with a private, custom video Create word of mouth and superfans through this type of customization Get started for free

Struggled with content creation for clients Created content in Google Docs and spreadsheets but had to wait for the clients to approve Created multiple Facebook Groups Created PowerPoints, Email, Air Table, etc. Created fake Facebook Pages to see how the content would appear Links Meta data Video sizes It was a mess! Collaboration is the key to great content Dashboards have workspaces Each is unique for the social media platform Filter by categories Internal notes Resolve issues Client approves Facebook Repost Save as Draft to Facebook Save as Ad to Facebook (in draft mode) Calendar view Like Tweet Deck Drag and Drop to reschedule/repost It's not a social media management platform It's a content-planning & collaboration platform Views List Grid Manage teams and permissions Track Activity Restore and republish Set Preferred Audiences and Emojis

Your co-pilot for sales Do the cold emailing for you for outbound marketing Invoices Newsletters Set meetings at events They'll educate you on domain authority and reputation Sometimes you need to create a sub-domain or alternate, but related, domains Send clean, non-spammy emails Adhere to the limits of your ISP Ensure your prospects are valid Done as part of their service before being sent

Software should help salespeople engage and connect with customers Building an Iron Man suit for salespeople Build an email cadence Natively integrates with ERPs like Netsuite Can replace other CRMs Can replace sales enablement tools like SalesLoft and Ring Central The AI has native access to make recommendations CRM + Telephone + Sales Enablement + AI Sales Enablement Cadence of emails, calls, and SMS Call recording and coaching Sales intelligence and reporting Telephone VOIP SMS Voicemail Automated receptionist Call transferring CRM Contact management Populate info from URL Account management Opportunity management Filter Sort Forecasting Activity Tracking Remove data entry via the Spiro Assistant Makes recommendations About 70% accurate Developed by listening to 20,000 sales conversations for the right cadence Recommends a call over an email first Spiro will learn your sales cycle to create the right timing Leverage about 52 commands and it's integrated into Siri and other voice command platforms Adoption Guarantee

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Automation Marketing companion for your CRM Infusionsoft ActiveCampaign Ontraport Drip ConvertKit Sell. Teach. Engage. Since 2013 Wordpress plugin Migration plugin Create from scratch Migrate Hire a certified partner Powerful enough for developers, designed for marketers Sell Accept payments directly in multiple currencies Cross-selling Smart coupons and discounts Reduce shopping cart abandonment Trial offers, subscriptions, 1-click upsells Mobile-friendly order forms  Fully integrated with Infusionsoft Use any order forms Synced payments reporting in Infusionsoft Update credit cards and process payments Full Infusionsoft affiliate tracking Teach Unlimited instant and dripped courses Video bookmarks and completion tracking Homework submission with private feedback Drag and drop PDF certificates User progress tracking and display License your courses with team accounts 3 advanced quiz types Secure file hosting Engage Searchable user directory Customized social sharing Track and review site activity Gamification with credit systems Automated follow-up based on actions Split testing and member-specific countdowns Course creation wizard Stand alone course Stage released course Clone existing course Create icons Automated menu creation Automated Tag creation Modules Offers Content Content Short code insertion Protected content including Amazon S3 Orders Unique coupon codes Order bumps Order forms Track progress, jump back to same spot, track video progress Gamification (credit system) Private notes students can ask Tag when complete Social sharing Quizzing Personality quizzes (kind of like BuzzFeed) Certificates Member directory Team licensing Affiliate module coming soon "Login content challenge" Can use this for internal training and track their progress

Affordable CRM starting at $24/mo/user (billed annually) Quick Add new contacts Web-to-Lead Import CSV Add, Edit, Merge Contacts and Companies Hotness Meter for reminders Email sync Add CC's to Contacts and Sync Emails as a "smart suggestion" Send emails GMail plugin available Templates available Realtime tracking without the recipient knowing Click and drag Pipeline Stages Click "Won" Click "Lost" Table View—Sort / Filter with advanced filtering Drag and drop to reorder columns More than 20 pre-defined reports Easy to customize Automation ProductHunt UTron No cost setup Chat support Integrations Zapier PieSync API 5 to 100 users Not a bulk email provider Set user permissions Chrome Extension for notifications Android and iOS mobile applications

Snapchat is alive and well Even old guys! You own Snapchat "Channels"  If you're boring on Snapchat you are dead The viewers are young and savvy They know about the "50% off" gimmicks They know about the "Free plus shipping gimmicks" They grew up with the internet Be relevant Be interesting Be engaging You only have 10 seconds for a Snapchat ad If your audience is 13-25 years old you need to be on Snapchat The young teens are not on Facebook, Twitter, or Instagram Snapchat's intelligence for targeting is not as detailed as Facebook Snapchat knows your location and where you travel Target people who spend a lot of time on this soccer field Get in early and advertise on Snapchat now (like Facebook in 2009) Snap Ads take up the entire screen so you get better focus from your viewers but your viewer can tap away. They are not forced to watch the entire ad and you are still charged for the impression. Google "Snapchat influencers" and his company pops up They are an influencer agency They went to Snapchat early because there was less competition Target conferences Geo-target Create a filter with something like an extended arm and microphone so when those attendees snap photos they can use your filter This may only be $5 for a couple of hours to run that filter There is a new format for consuming content Horizontal, long-form, unedited is the classic on YouTube Snapchat is unique for its vertical video in 10 second clips Google AMP Stories Examples of success include The Economist who is getting more traffic on the Snap Stories than on their website

Spun off of Basecamp in 2014 Launched CRM in 2007, one of the first alternatives to Salesforce Simple, functional platform is in their DNA Ideal for small businesses as their "first CRM" Leads. Follow-Ups. Relationships. Understand it right out of the box without reading the manual Sophisticated options and features are available if you need them Not big on deal flow Unlimited Tags and Custom Fields Robust API has been around since 2007 Help Desk Zapier Accounting Has a bulk email tool Has an integrated help desk Pricing starts at $24/mo for 6 users Group inbox to triage support cases, leads, etc. Forward from any email platform to Highrise Automation / Drip coming soon 30 Day Free Trial Free plan for up to 2 users Watch Previous Episodes of The CRM Sushi Podcast Links Mentioned In The CRM Sushi Podcast Visit Highrise CRM to start your free trial Take the CRM Sushi Quiz Make Your Marketing Magnetic: This is where it all began for me. Attract qualified, eager buyers like clockwork when you master the concepts in this valuable program. Add Personality To Your Copywriting to make more sales Make more sales when you learn to Market To The Affluent

http://ReferWes.com http://BestCRMForMe.com Over 1,000 customers YouTube is for video marketing and building community but it's tough to monetize 80% of his customers are doing subscription models Udemy, Kajabi, etc. go after smaller providers looking to do one course Ustream is white label and goes after those looking to launch catalogs and applications Apple TV Roku Wanderlust TV iOS app for example Magicstream.com Tim Milgram is big on YouTube and he has his own Tmilly.tv TheBirdsAndTheBees.uscreen.io TawzerDog.com InkWorkshops.com Lumin TV RivNow.com Films of Norway Zumba Toys R Us People are looking for premium content 80% of his customers are profitable within 6 months Keep your own domain name His SaaS model gives you simplicity Unlimited streaming and storage Multi-bit rate transcoded CMS with themes just like Wordpress Billing system included with Stripe and no hidden transaction fees Zapier, Google Analytics, Mailchimp Add quizzes and a full course track Simple pricing Spring 2018 will release Version 5 Use the Uscreen CMS as your website Just use your HD smartphone and keep it stable You have plenty of content Cut a 60 min video into 12 segments of 5 minutes each It's micro-content Like Lynda.com, produce bite-sized content Offers = levels if you want but he recommends you keep it simple Content scheduling Full system emails for billing Auto-suspension Social sharing of the page to get the free giveaway but not have your premium They do secure sharing

http://ReferWes.com http://BestCRMForMe.com Angela Meharg QuickBooks Desktop QuickBooks Online is coming on strong Earlier this year added "Job / Project" feature under one customer Worked with custom reporting for about 20 years Her CFO friend came to her (the Crystal Reports Goddess) She had worked with SAP and Oracle... But QuickBooks is hard to "get under the hood" Tough to find their data in a meaningful way Someone had built QQube business intelligence Try QQube for 15 days Plugin for Excel Excel is a useful tool for playing with data Excel is not great for data security, etc Pivot tables give you filters Certified Solutions Partner with QQube Uses Crystal Reports to make a custom report and template for you "6 Reasons Why Dashboards Don't Work and What To Do About It" Not a QuickBooks expert so find an Advanced Certified Pro advisor

http://ReferWes.com http://BestCRMForMe.com   Dan Kurt, founder of Unific Revenue Conduit founder Recognized pain their customers experienced Most automation platforms aren’t built for eCommerce customers Raised $1.5 million this year and launched Shopify only for now (they have a great API) Nearly 70% of shopping carts end up abandoned Order confirmation emails are opened 60-70% Single-usage expiring coupon codes Built for multi-hat entrepreneurs (fulfillment, marketing, sales, everything) and they’re short on time and work with small teams. Both have low-hanging fruit. He looked at nearly 3,000 Shopify Plus stores and abandoned cart on all of them to test them to see how they were recovering their shoppers. Shopify Plus is not cheap so he assumed they were using best practices but 50% were using the default emails from Shopify with no segmentation, no customization, etc. You need to send an email within 15 min and within 24 hours and another day. It can be the same email and you’ll convert more lost sales. He can segment shoppers based on best customers vs. new prospects. Total number of orders Delays Sequences Bought 1 Time within last 30 days Increased volume helps you get more granular with your segmentation Has end goals to start and stop sequences New customer welcome Start it with the order confirmation Segment and upsell Coupon codes Abandoned Cart - Non-Customer - Cart Value Greater Than $xxx.00 single use Dynamically-generated Entire order or selected products Set Active Dates

http://ReferWes.com http://BestCRMForMe.com macanta sits on top of Infusionsoft Came out as a real-world assignment from a client of his They had Infusionsoft and an enterprise billing system They needed a single interface Set permissions for users Create Saved Searches Contacts Opportunities Tasks Lock Tags to limit mistakes by inexperienced users Make recorded calls from inside macanta Infusionsoft is contact-centric

http://ReferWes.com http://BestCRMForMe.com Alexis Teichmiller with ConvertKit Email marketing tool for creators selling to a community It's not all about having a huge social media following because you don't "own" that real estate. You own your list and your website Mix of simplicity and power with automation 15,000 customers in four years Built on 5 main pillars Opt-in forms Automation Sequences (auto-responders or campaigns) Broadcasts (one-off emails) Subscribers Opt-in forms Landing pages  Forms Settings is where "the magic happens" The "Incentive Email" One-click / one-step double opt-in Inline Modal Slide In Scroll percentage Embed Javascript Raw HTML Wordpress Integrate with other Sequences "+ Add Email" Delay timers Days Hours Day of week Drag and drop to re-order Filter Filter out customers of a certain product or on another list to skip your "pitch" email Conditional content Direct integration with Textifull Automations (Visual Automations) Think "If/Then Scenarios" Triggers... Event Action Condition Create Emails, Sequences, etc. on the fly within the Automations area Templates coming soon Subscribers Not list-centric (AWeber and MailChimp) No chance of duplicates Location-based sending Send from multiple accounts They integrate with shopping carts, webinar platforms, etc. See all of their integrations here. Their focus is on email marketing

http://ReferWes.com http://BestCRMForMe.com Scott Desgrosseilliers What's your ROI on your ad spend? Now he has 400+ customers in just two years Make profitable, data-driven marketing decisions Trust, understand, and interpret your data Patent-pending sales-attribution and analytics platform and done-for-you data analysis "The world does not need another pie chart." He only shows verifiable data Facebook offline conversions The pixel didn't capture the sale Maybe someone calls in and orders or they sign up for a subscription so that's not tracked back to Facebook WickedSmartz are produced from the Wicked Reports Five areas of the customer journey confusion | Awareness > Consideration > Purchase > Retention > Advocacy First click | first opt-in | last click before a sale | Re-opt-in Ad platform measurement ignorance Pixel-based system inaccuracy Misses the most valuable customers: those who make multiple purchases Multiple devices Must program the "value" of a customer on every Thank You page Limitations of existing competition like Google Analytics, which requires you to setup Events, etc. It's hard to setup SMB staffing and expertise issues Demo Key Points See value of leads over time "What should I do with this information?" What are your best emails? By revenue By clicks Potential ad targeting to make money Areas you are losing money that need monitoring Potential missed opportunities Where did you find your best customers? Sales by Days Sales by Hour Facebook Attribution is coming out now 95%+ of customers are setup within 48 hours Auto-track the ads for you Moving towards auto-tracking emails Integrates with: Infusionsoft Ontraport HubSpot Maropost MailChimp 1ShoppingCart Facebook PayPal Limelight Networks Acitonetics Shopify ActiveCampaign CallRail Klaviyo Bid calculators Key stats for your new demo is available Facebook Markting Partner

http://ReferWes.com http://BestCRMForMe.com   Joshua Latimer If you deal with home owners this is a powerful tool Kind of a direct mail company Allows you to hyper-target residential homeowners Helps you personalize Enables you to create automated drip-sequences with Ringless voicemail Post cards Letters Gifts, Etc. Target the neighbors of your customers with direct mail Use a drag-and-drop mapping tool to add certain homes to your sequence Use the mapping tool and select homes with Pools Trees Near a lake Near a golf course Scrubs their lists against the USPS database Enter any address and send them follow-ups It's "the gratitude effect" Focus on the bottom of the bucket Shift from being transactional to relational Has an open API so it can integrate with your CRM Use Radius Bomb to make the phone ring Once the phone rings add the leads to your CRM and let your HubSpot or Infusionsoft or Ontraport take over Native apps for iPhone and Android Send a card with a picture of their house It's all FAST! Less expensive than Send Out Cards Use "neighbor mailing" and select your radius and number of homes and the sequence kicks off $99 for the first month includes 250 post cards Can send emails for free with your account

http://ReferWes.com http://BestCRMForMe.com   "Quickly create and send custom video emails that boost response rates by 8x!" Video will help sales people re-introduce the human component back to sales How to send personal video messages This is not Wistia or Vimeo. It's more like BombBomb Sales reps are asking for more content and better access to more content including capturing screen demos More powerful than Camtasia or Jing Can create and track how prospects engage with the video content Simple to use Works within the browser with a Chrome Extension One click to send Wait for notifications It's still early in the video email game Helps you stand apart from the crowd Record Tab Screen Cam only Share immediately with Gmail and Outlook Free supports Gmail Paid version supports Outlook Track opens, views, view length, engagement Hints to personalize Hold up a white board that says "Hi (Joe / Mary)" Do a screenshare of their website or LinkedIn profile Easily share existing company content Increase appointment show-up rates Can be used in sales, prospecting, updates with clients, etc. Authenticity trumps everything these days so be yourself

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com   Alexander Lalonde Health, wellness, beauty, spas, tanning, waxing Mobile-friendly booking engine Can be white-labeled via their API Operates like an airline Resource-based Time Employee Price Realtime Tiers / exerience level Level 1 PCI compliant Take a deposit Hold credit card Pre-pay Accept cancellation policy 33% of Millenials will never pick up a phone to book a reservation 70%+ of traffic is on mobile "Match or beat" merchant account policy with three partners Clover Mini card-swipe Client-facing terminal (Chip-reader, Apple Pay, Tip, Receipts) Use Booker's tab for Walk-Ins Same framework as Google Calendar Add manually for call-ins Added to CRM Staff notified based on their preferences Pre-check-in feature Set-it and Forget-it reminders (email and text) Frederick Acquired 18 months ago for 2-way texting Smart marketing / rescue lost customers Setup suggested services Do a drip campaign with discount thresholds Smart AI to learn from the interaction of the customer Full email blasts Feedback and reviews NPS—Net Promoter Scores Side panel for fast check-in and check-out SaaS / Cloud-based Apple and Android apps with branded apps if interested Saves credit cards securely, which streamlines membership subscriptions Full-featured CRM Profile photo Progress notes with date and time stamp Appointments Orders Purchases Segment your list Customizable fields Basic Standard Plus (best if you need intake forms with custom information) Staff Salary structures Schedule Time clock Payroll (access granted to contractors) Products Vendors POs Inventory levels Reports / Business Intelligence Easy, informative dashboards (run on mobile) Customer App Direct interface to Google Yelp Facebook Referrals Groupon Magazine Ads Newspaper Ads Month-to-Month contracts Less than a typical cell phone bill Embrace the change! Get off of pen and paper and get on Booker.  You get the onboarding help you need

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com   You don't know what's going to work You have to try and test and iterate Your prospects are "expert ignorers" Bootstrapped beginning with ALL the features in 2006 Launched in 2007 Rebuilt 2010-2014 Rebuilt the front end 2015-2016 Now...made it simple Made it easy and fast to build campaigns Give access to better reporting They go beyond the messaging Are people clicking through and moving through your funnel Others missed what happens on your website So you've been forced to chose one half of your marketing: the website or the messaging It's hard to put the whole picture on a single page Some force simplicity on you, like ActiveCampaign Our businesses have a lot of different processes like sales, prospecting, referrals, recruiting, etc. Some allow you to get really complex, like Infusionsoft So they created automatic campaign organization from the top down. Allow multiple disconnected triggers and flows to enable whole-business views List-cleaning + Re-Engagement campaign helps with deliverability Triggering off of Email Opens is not a great idea due to the nature of how email clients treat opens Pre-built Campaigns accelerate your launches Performance Mode offers many powerful reports Contact Flow Funnel Conversion Lifetime Value Goal Conversion Rate Goal Conversion Point Goal Conversion Time Filter by Tracking (Where are my best leads and customers coming from?)  Get your Google Analtyics going Track UTM variables on everything you do Ontraport is the only map-based visual marketing performance reporting tool available that reports on goals other than opt-in or purchase. Share your Campaigns to the Ontraport Marketplace and/or friends and clients privately A secret tease coming in a month Starts at $79/mo

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com   Philip Schweizer, Founder and CEO,Lead Scoring & Website Tracking as-a -Service Identify hot leads Last Visit, Total Visits Lead’s Interest Summary Visited Pages Visit History It’s painful for companies to change CRMs and marketing automation software so SalesWings integrates with your email marketing tool like MailChimp,  SalesForce Marketing Cloud, Outreach, SalesLoft, Gmail, ActiveCampaign, GetResponse, AWeber, Etc. Connects to web forms like Unbounce, Instapage, Wordpress, LeadPages, NinjaForms, Etc. Predictive lead scoring algorithm: Hot, Warm, Cold Uses a bit.ly link-generator to embed in your email marketing tool and their Javascript that you install on your site helps with tracking Native integration with Pipedrive CRM and Salesforce Zapier integration available It’s not a CRM but it can run on its own. However, it’s meant to integrate with an existing CRM. Connect SalesWings to your website and Outlook in 5 minutes and have tracking enabled Gamification is part of SalesWings Closer Stats Actions Points We’re in the age of notifications Slack Email Browser SalesWings helps create urgency for the salesperson The sidebar opens in any page in your browser Filter by leads you own Hottest leads Favorites Etc Get your 30-Day free trial of Saleswings here Quarterly or annual subscription starting at $99/mo for five users   Email philip@saleswingapp.com and mention The CRM Sushi Podcast for 25% off

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com Sabrina Atienza UC Berkeley - physics and computer science and her co-founder is math, electrical engineering, and computer science Tried selling this into big-pharma and large enterprise She memorized scripts to go door-to-door in high school to raise money She learned all she could about sales. Lots of theory and hard to master it and apply it on a live call. Deep Learning since maybe 2012 has made AI more practical Speech recognition in real time in 2007 was not possible Prospects think there is “no way this will work in real time.” Recommends tight scripts for the first 20 seconds on a cold call. Creates “battle cards” for salespeople to reply. It takes practice to avoid cognitive overload. Module #1: AI listens to the best reps on the team to see how they open, ask high-impact sales questions, qualify, sequence, probes, trial closes, etc. Turn that into Battle Cards. Module #2: Real time listening Module #3: Analytics, post-mortem for management Refresh content on a weekly basis in the listening to update Play Books rapidly vs. six months to have an outsider manually create this. Make real scripts in real time vs top-down creation and delivery of scripts. Create Deck Sits on top of dialer or web conferencing platforms She uses Outreach Sits in the browser and detects when a call starts from your computer Detects when the call ends so sales reps don’t even have to click out. Full reporting and analytics. Shows discounts, rep questions, customer profiles, customer questions, trial closes, next steps Sales teams as small as five reps. Quantum Circuit Simulator during a hack-a-thon Qurious.io $80/seat/mo + $49/mo/seat for analytics

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com   Co-founder of CallLoop—bulk one-way SMS People wanted 2-way conversations via text with a local phone number Colleges market to millenials. HVAC companies. Insurance agent is killing it with no CRM and is having two way SMS conversations Transportation company has three sales guys and his best is just texting with his personal cell phone. (Great for the salesperson but bad for the owner / manager who needs to keep all records inside his own platform.) His buddy sells cars and he doesn’t call people. He just texts them. These are all opt-ins. Water purification system uses HubSpot and is doing well. Infusionsoft sales rep hit Chris up on the last day of the month via text to make a sale. Works through Infusionsoft CallLoop is shortcode—one way—not great for conversations HubSpot, ActiveCampaign, Marketo, Infusionsoft with Zoho and Salesforce coming soon as well as Zapier.   Automate your pipeline and follow-up with multi-step, multi-media. No integration with Google Voice so that limits you. Financial services companies need historical records to be in compliance. (Anchor is audio for Twitter but it takes time to listen.) It’s like Facebook Messenger or Slack. Add contacts one-by-one. Add merge fields in the app or from your CRM. Profile enrichment coming in Q2/17 by looking up their cell phone. Real time chats. Canned responses coming. Invite users and set permissions. Workflows—integrate it with your CRM or marketing automation platform. (HTTP Post in Infusionsoft or Webhooks with HubSpot) Rotate leads in HubSpot or Round Robin with Infusionsoft. Nathan has 40 trainers at four gyms in Ohio and needs customized messaging. Congratulate the client for checking in 10 times. Call forwarding will send it to your cell phone or anywhere else. Book Appointment: Apple, Google, Outlook, Yahoo, HubSpot Pricing like Twillio $10/seat/mo or $100/seat/year + 1.5 cents per text, 3 cents per picture Port in your numbers.

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com Helps field salespeople be more successful. Does the tedious work. Juggling of map and scheduling and contact information. Colorize accounts by: Priority Days since last check-in Sales YTD Next Step Date Prospect Qual CRM Link Customer Type Customer Photos Next Step Customer Contracts Folder Customer Box Folder LinkedIn Profile Rep Names Does not need a CRM but it’s meant to work with your CRM. Has a few data sources to populate their database. Inside View gives you the rich, structured corporate data. Five years. No VC money so very sustainable growth.

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com What are you utilizing your systems for? Take energetic, strategic steps towards a single goal. Single system that helps you automate your sales and marketing. 40% of Microsoft owners actually use it. Invoicing Email marketing If you don’t have a lot of customers, how do you scale up to the next level? Do the common things uncommonly well. First Data encryption HTTPS encryption over the entire platform. Lean methodology. Their customers are the innovation for their company. Using multiple systems introduces inefficiencies into your workflow, profitability, and sustainability. Grow your business. You need to like what you’re using. The GUI matters. Customize Dashboard Time Clock If/Then logic (machine learning in the company.) Adding an HTML builder with web forms and tagging automatically. Embed links so customers can login immediately to their account.

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com Overcome group buying dysfunction Help organizations make better decisions faster. How to create Automated & Dynamically personalized demsos “I need to check with my team and get back with you.” Only 28% of sales reps know how to handle this objection. Vision Qualified Technical Selling Who’s more important: the sales person or the internal champion? Be a buying coach. 80% of buyers want more support in selling internally Increase your likelihood of purchase in a complex sale which drops 50% when you go from 1 to 6+ buyers (81% - 55% - 60% - 60% - 53% - 31%) Customer answers what’s important. Tracks “demolytics” Customized demos are shared 61% of the time. Social capital increases engagement Tactical and Aggregate Demolytics Analytics for Champions Transparency helps the dialogue Advanced Branching Personalization (doubles conversion rates) “Sales Enablement” is crowded while “Buyer Enablement” is empty.

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com   Builds specific funnels for your needs. Promotion buttons for social media. Embed Custom Domain Names Download the HTML and host it on your own servers. LeadPages, Unbounce, ClickFunnels Build entire funnels vs a single landing page. “Create Smart Site” - Goal Driven Smart Site — 7 Categories Launch a Business Promote a Product Events and Webinars   Brand Colors - Looks at your existing site and matches your color palette - Save your theme - Custom fonts - Slick WYSIWYG editor - Image gallery CTA - Goes to existing page or new page Start From Scratch - Blocks - Layouts - Elements Hit Esc Key to save and exit. Undo - Command Z HTML / CSS / JS Solid Tutorial Library SEO Settings Turn On/Off indexing (for things like download pages) Embed analytics / tracking code.  Forms - Give each form a name. - See Submissions - Infusionsoft and Zapier integrations  Team Environment (Team and/or Client) - Create Team - Collaborators (set permissions)