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®.

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• Sell More This Month
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