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

Unscripted, real, transparent information and interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and generate more inbound sales that close faster, easier, at higher margin, with less stress and more fun. Wes is a CRM expert, Sales Trainer, Air Force Veteran, Copywriter, Successful Entrepreneur, Husband of 27 years, Father of 7, Author of two books, Keynote Speaker, Brown Belt in Brazilian Jiu-Jitsu. Join us at TheSalesWhisperer.com/podcasts for recaps of every interview, along with valuable resources for aspiring Entrepreneurs and Sales People. TheSalesWhisperer.com is where Professional Sales People come to grow.
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The CRM Sushi Podcast, With Inbound Marketing Expert Wes Schaeffer The Sales Whisperer®
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Apr 19, 2023

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 & CONNECT: Check out the sponsors above, it’s the best way to support this podcast

Feb 14, 2023

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

Jan 11, 2023

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 & CONNECT: Check out the sponsors above; it’s the best way to support this podcast

Sep 7, 2022

Links Mentioned In The CRM Sushi Podcast

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 & CONNECT: Check out the sponsors above, it’s the best way to support this podcast

Aug 11, 2022
  • 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

Jul 21, 2022
  • 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)
May 24, 2022
  • 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

Mar 15, 2022
  • 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

Sep 16, 2021

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

Aug 11, 2021

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

Jun 25, 2021

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?

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  • 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
Apr 6, 2021

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

Watch Previous Episodes of The CRM Sushi Podcast

Dec 21, 2020

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
Dec 3, 2020

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
Dec 3, 2020

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
Nov 6, 2020

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
Oct 6, 2020

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
Aug 1, 2020

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
Mar 6, 2020

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
Mar 3, 2020

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

Jan 28, 2020
  • 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:

Check out early episodes of The Sales Podcast:

Nov 15, 2019

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"
Nov 15, 2019

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:

    Check out early episodes of The Sales Podcast:

  •  
Oct 14, 2019

 

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
  • 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
Oct 12, 2019

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
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