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/
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• 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

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)

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.

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

http://ReferWes.com

http://BestCRMForMe.com 

• SharpSpring has taken the marketing automation world by storm
• Publicly traded on the NASDAQ with the symbol SHSP
• 150 employees
• Less than three years old
• #2 firm in 2.5 years
• 1,100 digital agencies offering the SharpSpring solution
• 5,000+ customers already served
• Built entirely on their own platform so it's focused and rooted on what a small business really needs
• Practical lead nurturing
• Integrated CRM with marketing automation
• Visitor ID (anoynmous web visitor identification)
• Dynamic email to adjust to the persona of the visitor
• Dynamic landing pages
  • Drag and drop
  • No developers needed
• Blogging tool with RSS
• Integrates with Saleforce and most every other CRM via API
• Works with Wordpress and other CMS platforms
• Dynamic forms
• Dynamic emails
• Dynamic lis building based on behavior
• Reverse IP lookup
• Lead scoring
• Behavior-based lead tracking
  • IMAP synchronization
  • Phone calls
  • Deal stages
  • Sales and marketing can finally get in sync
• About 1/3rd the cost of HubSpot
• No annual contracts
• Nice GUI and reporting
• Not just B2B.
• Integrates with most shopping carts
• Has a nice mobile app for their CRM
• Can send text messages to staff as part of a workflow to alert salespeople that a lead is hot

30 Day Free Trial with this link.

http://www.thesaleswhisperer.com/blog/nimble-crm-sushi

http://BestCRMForMe.com

http://www.thesaleswhisperer.com/vastaffer

• Synchronize Tasks between CRM and Office 365 or Google Apps for Business
• Relationships are "messy" and can cross channels
• You need a CRM to work across all of your social media platforms to work with you and work for you
• Put your contacts in the cloud, even if you're a solo salesperson
• How does Salesforce buying Relate.IQ compare to Nimble CRM?
• Who's the ideal customer for Nimble?
• 40 million Outlook users now get Nimble pre-loaded on Outlook mobile to get instant insight on prospects and customers
• Empower your customer-facing team members
• Are they an ESP (Email Service Provider)?
• How do they handle mobile?
• How do they integrate with Gmail?
• Do they have a Chrome extension? A Safari extension?

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

http://www.thesaleswhisperer.com/vastaffer

http://BestCRMForMe.com

• Insightly is the CRM for the SMB space (Small to Medium Business)
• Their ideal customer has between 1 - 200 employees
• Native project management
• Convert sales opportunities to a project
• Also integrated with QuickBooks, Gmail, Google Apps, etc
• Easy-to-use CRM
• They think beyond the CRM to track post-sale interaction to drive repeat business
• Who's the ideal customer for Insightly?
• How they handle onboarding
• What are "Insightly Heroes"?
• What are "activity sets"?
• Are they an ESP (Email Service Provider)?
• How do they handle mobile?
• Can they scan business cards?
• How do they handle voice notes?
• How do they integrate with Gmail?
• Do they have a Chrome extension?
• How do they integrate with Outlook 2013 and Office 365?

http://www.thesaleswhisperer.com/blog/topic/podcast 

http://www.thesaleswhisperer.com/vastaffer

http://BestCRMForMe.com 

Every hour of every day someone releases an "all-in-one" CRM, E-commerce, marketing automation, or social media marketing magic pill...except it never is.

However, how can the average business owner, speaker, author, sales professional, and/or marketer make sense of it all?

Sure you can read the product reviews or the company's overview or sign up for their demo but then you'll end up being added to their drip sequence and spammed for all eternity just because you committed the mortal sin of being curious and doing a little research.

Well, now you can look over my shoulder as I have the founders and/or executives of these new technology companies demo their solutions to me while I ask them questions that non-techie non-geeks have so you can then make an informed decision.

Having been in full time sales since 1997 and specializing in CRM and marketing automation sales and support since 2007 I've learned a thing or three about this industry so you can rest assured that I'll ask the questions that need to be answered. 

Welcome to the CRM Sushi Podcast and Good Selling,
Wes Schaeffer, The Sales Whisperer®