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

• Nikolaus Kimla, founder of Pipeliner CRM
• Past guest on The Sales Podcast episode 439
• The first and only CRM today in the SMB space that has the key account management embedded
• Three inner and three outer rings
  • API
  • Automatizer: sales and marketing automation is the key
  • Backend Functions
  • Activities
  • Outer
    • Project Engine
    • Key Account Management
    • Reporting Engine
    • Analytics Engine
    • Salesforce Automation
• Reduce the repetitive tasks
• No coding, just drag & drop
• Worked for Apple in Europe
• Brought Apple to the universities in the 80s and had the first computer-to-computer networks
• Has spent four years to make the drag-n-drop features easy
• The typical salesperson needs to focus on leads and activities
• Multiple pipelines available
  • View as a map overlay feature
  • View as a list
  • View in a compact form
  • Drill down and see the hierarchy/org chart
  • View as a bubble chart
  • View deal velocity
• Great tool for both the hunter and farmer, i.e., account management salesperson
• "Add to Comparison"
  • Products
  • Categories
  • Find accounts where you can upsell, cross-sell
• The Navigator is where you start your day
  • Ready to qualify
  • Ready to move
  • Old Leads
  • Lazy Opportunities
  • Tasks
  • Missed Close Date
  • Velocity Issues
  • The Largest Open Opportunities
• Everything starts with a Lead
  • Chop it up into targeted Lists
  • Send email broadcasts and see reports
    • Sent
    • Opened
    • Clicked
• Call from browser is integrated and included
• Sidebar for Outlook and Gmail
• Create Reports on the fly
  • Customize with fields
  • Create charts from reports
  • Schedule reports to update and be sent to you regularly and automatically

• The UI is engaging
• Email history is saved inside the CRM

• Start your free trial Pipeliner CRM

• HubSpot and Infusionsoft won't give you the type of reports EmailAnalytics gives
• This shows how your team is using email throughout the day
• Internal, prospecting, etc.
• 25-50% of the average professional's workday is spent inside their inbox
• Productivity tools can show you some reports, but they don't look at email inboxes like this
• Meant for managers of teams, i.e., sales, service, remote, etc. who need better insight as to how their teams are spending their time
• Who is over-worked?
• Who needs more work?
• Who are my fastest responders?
• How does this impact sales?

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• Just because you're an email admin doesn't mean you know what your people are up to
• 35-50% of all sales go to the vendor that responds first
• If you respond to a lead in under 60 minutes, your chances of closing the sale go up 700%
• The Hawthorne effect refers to a type of reactivity in which individuals modify an aspect of their behavior in response to their awareness of being observed.
• Respond 42.5% faster with EmailAnalytics
• You're overwhelmed already
• EmailAnalytics puts this reporting at your fingertips
• Leverage the daily and weekly default reports to keep it simple
• Persistence is key to success in any venture
• If you want something, keep asking for it

• Visit EmailAnalytics and visualize your team's email activity and use promo code "sushi" for 20% off your first two months

• Get 30-40-50% open rates with your email
• Are you sending the right emails to the right people?
• The Health Check currently works with ActiveCampaign, HubSpot, Infusionsoft by Keap, Keap, Mailchimp, ConstantContact, CampaignMonitor and Send In Blue.

Related Posts

• Ontraport email deliverability expert shares how to do email right
• ActiveCampaign email deliverability expert shares how to get your emails opened

• 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

• 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

• 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

• 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

• 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

• 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

• 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