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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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Now displaying: October, 2017
Oct 27, 2017

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
Oct 27, 2017

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
Oct 25, 2017

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
Oct 25, 2017

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
    1. First click | first opt-in | last click before a sale | Re-opt-in
    2. Ad platform measurement ignorance
    3. Pixel-based system inaccuracy
      1. Misses the most valuable customers: those who make multiple purchases
      2. Multiple devices
      3. Must program the "value" of a customer on every Thank You page
      4. Limitations of existing competition like Google Analytics, which requires you to setup Events, etc. It's hard to setup
      5. 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
Oct 16, 2017

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
Oct 16, 2017

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
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