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

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Links Mentioned In The CRM Sushi Podcast

Visit Highrise CRM to start your free trial
Take the CRM Sushi Quiz
Make Your Marketing Magnetic: This is where it all began for me. Attract qualified, eager buyers like clockwork when you master the concepts in this valuable program.
Add Personality To Your Copywriting to make more sales
Make more sales when you learn to Market To The Affluent

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PJ Taei - UScreen TV 0

Dec 13, 2017

http://ReferWes.com

http://BestCRMForMe.com

Over 1,000 customers
YouTube is for video marketing and building community but it's tough to monetize
80% of his customers are doing subscription models
Udemy, Kajabi, etc. go after smaller providers looking to do one course
Ustream is white label and goes after those looking to launch catalogs and applications
- Apple TV
- Roku
- Wanderlust TV iOS app for example
- Magicstream.com
- Tim Milgram is big on YouTube and he has his own Tmilly.tv
- TheBirdsAndTheBees.uscreen.io
- TawzerDog.com
- InkWorkshops.com
- Lumin TV
- RivNow.com
- Films of Norway
- Zumba
- Toys R Us
People are looking for premium content
80% of his customers are profitable within 6 months
Keep your own domain name
His SaaS model gives you simplicity
Unlimited streaming and storage
Multi-bit rate transcoded
CMS with themes just like Wordpress
Billing system included with Stripe and no hidden transaction fees
Zapier, Google Analytics, Mailchimp
Add quizzes and a full course track
Simple pricing
Spring 2018 will release Version 5
Use the Uscreen CMS as your website
Just use your HD smartphone and keep it stable
You have plenty of content
- Cut a 60 min video into 12 segments of 5 minutes each
- It's micro-content
Like Lynda.com, produce bite-sized content
Offers = levels if you want but he recommends you keep it simple
Content scheduling
Full system emails for billing
Auto-suspension
Social sharing of the page to get the free giveaway but not have your premium
They do secure sharing

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Datisfy: Be Satisfied With Your QuickBooks Data 0

Nov 3, 2017

http://ReferWes.com

http://BestCRMForMe.com

Angela Meharg
QuickBooks Desktop
QuickBooks Online is coming on strong
- Earlier this year added "Job / Project" feature under one customer
Worked with custom reporting for about 20 years
Her CFO friend came to her (the Crystal Reports Goddess)
She had worked with SAP and Oracle...
But QuickBooks is hard to "get under the hood"
Tough to find their data in a meaningful way
Someone had built QQube business intelligence
- Try QQube for 15 days
- Plugin for Excel
- Excel is a useful tool for playing with data
- Excel is not great for data security, etc
- Pivot tables give you filters
Certified Solutions Partner with QQube
Uses Crystal Reports to make a custom report and template for you
"6 Reasons Why Dashboards Don't Work and What To Do About It"
Not a QuickBooks expert so find an Advanced Certified Pro advisor

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Increase Your Ecommerce Sales With Unific 0

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

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Get More Out of Infusionsoft With macanta 0

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

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ConvertKit 0

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

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Wicked Reports 0

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

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Radius Bomb | Sell To Everyone Within Your Radius 0

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

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Vidyard: Powering The Video-Enabled Business 0

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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Booker Software Helps You Schedule Your Spa and Salon Appointments 0

Aug 1, 2017

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

http://ReferWes.com

http://BestCRMForMe.com

Alexander Lalonde
Health, wellness, beauty, spas, tanning, waxing
Mobile-friendly booking engine
Can be white-labeled via their API
Operates like an airline
- Resource-based
- Time
- Employee
- Price
- Realtime
- Tiers / exerience level
- Level 1 PCI compliant
  - Take a deposit
  - Hold credit card
  - Pre-pay
  - Accept cancellation policy
33% of Millenials will never pick up a phone to book a reservation
70%+ of traffic is on mobile
"Match or beat" merchant account policy with three partners
- Clover Mini card-swipe
- Client-facing terminal (Chip-reader, Apple Pay, Tip, Receipts)
Use Booker's tab for Walk-Ins
Same framework as Google Calendar
- Add manually for call-ins
- Added to CRM
- Staff notified based on their preferences
Pre-check-in feature
Set-it and Forget-it reminders (email and text)
- Frederick
  - Acquired 18 months ago for 2-way texting
  - Smart marketing / rescue lost customers
  - Setup suggested services
  - Do a drip campaign with discount thresholds
  - Smart AI to learn from the interaction of the customer
  - Full email blasts
  - Feedback and reviews
  - NPS—Net Promoter Scores
Side panel for fast check-in and check-out
SaaS / Cloud-based
Apple and Android apps with branded apps if interested
Saves credit cards securely, which streamlines membership subscriptions
Full-featured CRM
- Profile photo
- Progress notes with date and time stamp
- Appointments
- Orders
- Purchases
- Segment your list
- Customizable fields
  - Basic
  - Standard
  - Plus (best if you need intake forms with custom information)
- Staff
  - Salary structures
  - Schedule
  - Time clock
  - Payroll (access granted to contractors)
- Products
  - Vendors
  - POs
  - Inventory levels
- Reports / Business Intelligence
  - Easy, informative dashboards (run on mobile)
  - Customer App
  - Direct interface to Google
  - Yelp
  - Facebook
  - Referrals
  - Groupon
  - Magazine Ads
  - Newspaper Ads
Month-to-Month contracts
Less than a typical cell phone bill
Embrace the change! Get off of pen and paper and get on Booker.
- You get the onboarding help you need

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Ontraport 5.0 Is Reviewed By Founder and CEO, Landon Ray 0

Aug 1, 2017

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

http://ReferWes.com

http://BestCRMForMe.com

You don't know what's going to work
- You have to try and test and iterate
Your prospects are "expert ignorers"
Bootstrapped beginning with ALL the features in 2006
- Launched in 2007
- Rebuilt 2010-2014
- Rebuilt the front end 2015-2016
- Now...made it simple
Made it easy and fast to build campaigns
Give access to better reporting
They go beyond the messaging
- Are people clicking through and moving through your funnel
- Others missed what happens on your website
- So you've been forced to chose one half of your marketing: the website or the messaging
It's hard to put the whole picture on a single page
Some force simplicity on you, like ActiveCampaign
Our businesses have a lot of different processes like sales, prospecting, referrals, recruiting, etc.
Some allow you to get really complex, like Infusionsoft
So they created automatic campaign organization from the top down.
Allow multiple disconnected triggers and flows to enable whole-business views
List-cleaning + Re-Engagement campaign helps with deliverability
Triggering off of Email Opens is not a great idea due to the nature of how email clients treat opens
Pre-built Campaigns accelerate your launches
Performance Mode offers many powerful reports
- Contact Flow
- Funnel Conversion
- Lifetime Value
- Goal Conversion Rate
- Goal Conversion Point
- Goal Conversion Time
- Filter by Tracking (Where are my best leads and customers coming from?)
  - Get your Google Analtyics going
  - Track UTM variables on everything you do
- Ontraport is the only map-based visual marketing performance reporting tool available that reports on goals other than opt-in or purchase.
Share your Campaigns to the Ontraport Marketplace and/or friends and clients privately
A secret tease coming in a month
Starts at $79/mo

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SalesWings Lets You do Website Tracking and Lead Scoring Fast 0

Aug 1, 2017

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

http://ReferWes.com

http://BestCRMForMe.com

Philip Schweizer, Founder and CEO,Lead Scoring & Website Tracking as-a -Service
Identify hot leads
- Last Visit,
- Total Visits
- Lead’s Interest Summary
- Visited Pages
- Visit History
It’s painful for companies to change CRMs and marketing automation software so SalesWings integrates with your email marketing tool like
- MailChimp,
  SalesForce Marketing Cloud,
- Outreach,
- SalesLoft,
- Gmail,
- ActiveCampaign,
- GetResponse,
- AWeber,
- Etc.
Connects to web forms like
- Unbounce,
- Instapage,
- Wordpress,
- LeadPages,
- NinjaForms,
- Etc.
Predictive lead scoring algorithm:
- Hot,
- Warm,
- Cold
Uses a bit.ly link-generator to embed in your email marketing tool and their Javascript that you install on your site helps with tracking
Native integration with Pipedrive CRM and Salesforce
Zapier integration available
It’s not a CRM but it can run on its own. However, it’s meant to integrate with an existing CRM.
Connect SalesWings to your website and Outlook in 5 minutes and have tracking enabled
Gamification is part of SalesWings
- Closer Stats
- Actions Points
We’re in the age of notifications
- Slack
- Email
- Browser
SalesWings helps create urgency for the salesperson
The sidebar opens in any page in your browser
- Filter by leads you own
- Hottest leads
- Favorites
- Etc
Get your 30-Day free trial of Saleswings here
- Quarterly or annual subscription starting at $99/mo for five users
- Email philip@saleswingapp.com and mention The CRM Sushi Podcast for 25% off

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Qurious Co-Founder Sabrina Atienza Is on The CRM Sushi Podcast #12 0

May 5, 2017

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

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See How Sales Message Is Like "Gmail For Text Messaging" on The CRM Sushi Podcast #11 0

May 2, 2017

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.

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Badger Mapping Is on The CRM Sushi Podcast #10 0

Apr 28, 2017

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.

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bizzflo: Beautifully Effective Automation Is on The CRM Sushi Podcast #9 0

Apr 25, 2017

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.

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Consensus Is on The CRM Sushi Podcast #8 0

Apr 24, 2017

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.

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Convrrt Is on The CRM Sushi Podcast #7 0

Apr 18, 2017

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)

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