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)

http://www.thesaleswhisperer.com/blog/sharpspring-crm

http://ReferWes.com

http://BestCRMForMe.com

• ConvertFlow helps you be relevant
• Like Amazon, he also does on-site retargeting 
• Works on any CMS or HubSpot COS
• Add to header of site.
• Integrates with Infusionsoft, HubSpot, Drip, AWeber, MailChimp, autopilot, Intercom, ActiveCampaign, mailerlite
• Social CRM update.
• Starts at $49/mo
• Offers a “pre-hook” to nudge visitors.
  (49% opt-in) Turns into a “side hook” with three options
  • 1) Start a free trial
  • 2) Learn on-site retargeting
  • 3) Watch an on-demand demo
• Uses HotJar
• Duplicate Templates, Re-use them
• Focused on automating the on-site experience.
• Flows—like a Campaign Builder for your website. Stages are like lifecycle stages in the HubSpot Buyer’s Journey.
• Broadcast—broadcast a CTA on your site for things like a webinar.
• Agency option with Accounts

http://www.thesaleswhisperer.com/blog/sharpspring-crm 

http://ReferWes.com 

http://BestCRMForMe.com 

• Have more conversations with qualified prospects
• How good is your list?
• How good is your message to that list?
• First create your list inside LeadFuze...but keep it simple
• Click the big orange "Find Leads" button
• "Start Prospecting"
  • Role / Function
  • Industry
  • Keywords (they have negative keywords created automatically for you)
  • Country
  • Location
  • "Search for Leads"
• Google will limit you to six pages—600—results
• So site search on Google (this is all publicly available information)
  • They are not scraping LinkedIn so they are acting within the Terms of Service for LeadFuze users
  • Now click the orange "ADD" button to add each result or simply click "Add All Leads"
• Instead of having a VA from UpWork scour the internet to find background information on these leads, LeadFuze builds their profile for you automatically
  • Filter by  Email Type
    • No Email
    • Good
    • Risky
    • Imported/Edited
  • Filter by Email Status
    • Not Emailed
    • Opened
    • Clicked
    • Responded
    • Unsubscribed
    • Bounced
  • Rates the leads
  • Has about a 50% success rate to find valid emails
• Sequences
  • Send emails with customized merge fields and build them into a sequence
  • Tracks Opens and Clicks
  • Add a step such as a delay then create the next email
  • You can also "Include Previous Emails" and have the email show up as a threaded email with the "RE:" subject
  • He recommends at least four emails in a sequence
  • Start short with no links or asking for an email. You're showing that you know them and respect their time...but don't use weak words
• This is "Seth Godin's worst nightmare. This is not permission marketing."
• Direct response marketing is what LeadFuze helps you do electronically.
• Cold email and cold outreach depends on your list and your message.
• "You're going to starve to death if you are relying on 100% inbound marketing."
• Inbound marketing works if someone knows they have a problem and are actively looking to fix it
• Works with your Gmail or Outlook 365 email so these emails are one-off emails from you. This is not a "blast" that the prospect can opt-out of since it's a targeted, customized email.
• "Create Schedule" 
  • List
  • Sequence
  • # of Leads to Email
  • Schedule type
  • Once they reply they are taken out of the sequence because now that Lead is a Prospect that you can manage in your own CRM.
  • Your correspondence resides within your Gmail or Outlook. Import them with your CRM sidebar like Nimble, Infusionsoft, HubSpot, etc.
  • Pause sequences if you're getting overwhelmed with great responses
  • Once your ideal customer profile is created just spend a little time each week building your Lists so the Sequences continue
  • But rather than Pausing, maybe slow it down to just 25 per day instead of 50 per day
• Three plans
  • Generate
  • Automate: Single founder or small team with no dedicated salesperson
  • Dominate: For those in fulltime business development
• Adding more criteria to the tool regularly
• If your emails suck, you won't have success with any tool
• You get an onboarding session with the Automate or Dominate plan to help you craft effective emails and you'll have access to that account manager during the life of your account
• Requires Chrome for now
• They are launching Personas

http://www.thesaleswhisperer.com/blog/sharpspring-crm

http://ReferWes.com

http://BestCRMForMe.com

• 3 core elements
  • 1) Email Marketing
  • 2) Automation - sequences that segment off of workflows
  • 3) Deals / CRM
• Segment on engagement, on source, etc.
• Each Contact has their own page along with history of engagement.
• Segment by job title, actions taken, actions not taken,…
• Most platforms are list-based while ActiveCampaign lets you segment on anything.
• Send based on standard blasts, dates, RSS, split testing, auto responders, and automated sequences.
• Pre-built templates, drag and drop, all mobile responsive, hide sections on mobile devices (i.e. for longer content).
• No limits on custom fields or Tags.
• Video snippet.
• Social snippet that links to you or lets them share.
• Track opens, clicks, replies, and Google Analytics.
• Automation is the power.
• “Recipes” are pre-built complete sequences.
• Their start triggers are vast and flexible such as
  • Web page is visited
  • Subscribes
  • Unsubscribes
  • Field changes
  • Enters a pipeline
  • Deal stage changes…21 in total.
• Send email, site message, SMS, Notify someone internally
• A little Javascript code (Wordpress plugin) for the site message.
  • Slide in, appear, etc.
  • Maybe they don’t open your emails but they’re on your site often.
• Conditions and Workflows.
  • Wait
  • If / Else
  • Split (Even split [by number or date] or conditional)
  • Go to
  • Goal (the ultimate conversion)
  • Start an automation
  • End this automation
  • End other automation,
  • Webhook
• Deals - ConBon style like Trello
• Stages
• Multiple pipelines for different groups within the company such as course progress, customer service
• Can be used like a project management tool.
• SMS is built in with Twillio.
  • Enterprise gives 1,000/mo.
  • Just sends SMS.
• Open API to integrate with other tools as well as Zapier.
• Event Tracking.
• A bit more technical but powerful.
• Elegant and flexible forms:
  • Inline
  • Floating Bar
  • Floating Box
  • Modal.
  • Drag and Drop.
  • Wordpress plugin
  • Embed
  • Link
  • Wordpress
  • Facebook
• Drag and drop dashboard.
• Wonderful Chrome Extension for Gmail. 
• Reports:
  • All messages
  • Automations
  • Goals
  • Open/Read Trends
  • Email Client Trends
  • Deals
• Great for solo-preneurs and the SMB space.
• Company is growing > 82 employees.