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

• 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

• 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®.

Use these resources to grow your sales:

• Sell More This Month
• Hire Better Salespeople
• Hire The Best Keynote Speaker
• Find Your Best CRM
• Join the Free Facebook Group

Check out early episodes of The Sales Podcast:

• Episodes 1 to 10.
• Episodes 11 to 20.
• Episodes 21 to 30.
• Episodes 31 to 40.
• Episodes 41 to 50.

Get the show notes and bonuses for all episodes here.

Join The Cool Kids Club

• Automate Your Lead Generation and Cold Emails
• Find leads and outreach in seconds with personalized, effective emails
• Technically it's a "Pre-CRM"
• Helps you do digital marketing/prospecting at scale
• Control your pipeline with outbound outreach
• Focuses on local businesses
• Built for digital marketers so you can segment by
  • AdWords bidding
  • AdWords lacking
  • Social lacking
• Standard and Auto options
• Gets sent from your ESP via API
• Software will audit their site
• Integrated CRM
  • See opens
  • Take notes
  • Add to sequence
• Follow-up is key to email marketing
• Building a Zapier connection
• Get them to reply. Get them on the phone.
• Send a "Fake-audit"

• Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

  Use these resources to grow your sales:

  • Sell More This Month
  • Hire Better Salespeople
  • Hire The Best Keynote Speaker
  • Find Your Best CRM
  • Join the Free Facebook Group

  Check out early episodes of The Sales Podcast:

  • Episodes 1 to 10.
  • Episodes 11 to 20.
  • Episodes 21 to 30.
  • Episodes 31 to 40.
  • Episodes 41 to 50.

Get the show notes and bonuses for all episodes here.

Join The Cool Kids Club

• Formerly in sales and frustrated with ACT! and Salesforce in the energy sector in Houston
• Moonlighted on the side while developing his CRM and launched in 2003
• He targeted the big CRM—ACT!—and offered an online home for companies using ACT!
• Helped those users transition
• Average customer lifetime for a SaaS CRM is only 28 months
• Buyers get distracted by the bells and whistles of the new CRM
• You need to get your salespeople to use the CRM
• What do you need to know about your customers?
• "Why do you need to spend this money in the first place?"
• The marketing automation industry has done a disservice to sales teams over the last decade
• We try to "warm up" leads for salespeople and then marketing washes their hands
• But sometimes it takes longer to close due to nothing the salesperson did or didn't do
• Which department is most important: sales or marketing?
• Most people have haphazard sales processes
• Includes marketing automation
• There is a lot of low-hanging fruit in your database of old leads
• If your list size is 2,000 and you have an average sale of $2,000 you'll make an extra $8,000 per month, every month you stay in touch
• Write down your customer's pains and send an email addressing each of those pains
• Works in all browsers
• Mobile app has business card scanner
• Great reporting/dashboard
• Leave a voice note that is transcribed automatically onto the contact record
• Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

  Use these resources to grow your sales:

  • Sell More This Month
  • Hire Better Salespeople
  • Hire The Best Keynote Speaker
  • Find Your Best CRM
  • Join the Free Facebook Group

  Check out early episodes of The Sales Podcast:

  • Episodes 1 to 10.
  • Episodes 11 to 20.
  • Episodes 21 to 30.
  • Episodes 31 to 40.
  • Episodes 41 to 50.

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

http://MakeEverySale.com

• Hear Jeremy Shapiro's entrepreneurial journey on The Sales Podcast
• Help desk + messaging platform
  • Inbound emails
  • Inbound SMS
  • Support cases
  • Live chat
  • Email broadcasts
• Emails coming into your work/personal email is a nightmare
• You can't scale by forwarding your emails to your support staff
• Shared email addresses can't prioritize or track who replied
• Transition
  • Your team
  • Your customers

• Great customer service is a profit center.

• Who does FuseDesk help?
  • Visibility and insights for Business owners
  • Accountability for team
  • Ease of use for customers
• Login with your Infusionsoft/Keap user ID
• Create Cases with Infusionsoft Campaign Builder
• Works with many membership sites
  • Accessally
  • Memberium
  • iMember360
  • Wishlist Member
• Two simple views for your team
  • Case Queue
  • Actual Case
• Automate the flow of support emails
• Templates for quick replies with merge fields
• Color-code age of tickets
• Auto-follow-up with customers to measure how you're doing
• Earn your "Commitment To Excellence" badge
• Apply Case Tags to trigger detailed automation
• Route VIPs
• Integrates with Slack to keep team updated

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

http://MakeEverySale.com

• Have a CRM that your salespeople want to use and are not nagged to use and update that actually helps them sell
• First CRM made by salespeople for salespeople
• Customizable pipeline stages
• Integrates with e-commerce
• Integrates with quoting tools
• Can be used as a project management tool
• Can create multiple pipelines by vertical or industry
• Integrate email with Gmail, Outlook, POP, IMAP
  • Build templates and email sequences
  • Track opens and clicks
  • Scheduling

• Progress
  • Dashboard
  • Reports
  • Goals
• Import contacts via CSV
• Great on-boarding
• No fee if you need help and you meet certain requirements
• 10 years in business with no big prices increases
• Not an email marketing tool, per se, but it does integrate with ESPs
• Use an integration for round robin lead assignment
• Great mobile app
• Chat and phone support

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

http://MakeEverySale.com

• Make engaging videos over email
• Started tripling leads and they realized they were onto something
• Didn't go looking for a video product
• Matt is a designer by trade
• They were/are a research company in the video space so they understood videos
• Video is just a medium
• Be more authentic and transparent FINALLY!
• Stop trying to cut all corners
• Do what does not scale to really connect
• Desktop and smartphone app
• He recommends you use your phone
• Bonjoro sits on top of your CRM
• Make the prospect feel special with a private, custom video
• Create word of mouth and superfans through this type of customization
• Get started for free

• Struggled with content creation for clients
• Created content in Google Docs and spreadsheets but had to wait for the clients to approve
• Created multiple Facebook Groups
• Created PowerPoints, Email, Air Table, etc.
• Created fake Facebook Pages to see how the content would appear
  • Links
  • Meta data
  • Video sizes
• It was a mess!
• Collaboration is the key to great content
• Dashboards have workspaces
• Each is unique for the social media platform
• Filter by categories
• Internal notes
• Resolve issues
• Client approves
• Facebook
  • Repost
  • Save as Draft to Facebook
  • Save as Ad to Facebook (in draft mode)
• Calendar view
  • Like Tweet Deck
  • Drag and Drop to reschedule/repost
• It's not a social media management platform
• It's a content-planning & collaboration platform
• Views
  • List
  • Grid
• Manage teams and permissions
• Track Activity
  • Restore and republish
• Set Preferred Audiences and Emojis

• Your co-pilot for sales
• Do the cold emailing for you for outbound marketing
• Invoices
• Newsletters
• Set meetings at events
• They'll educate you on domain authority and reputation
• Sometimes you need to create a sub-domain or alternate, but related, domains
• Send clean, non-spammy emails
• Adhere to the limits of your ISP
• Ensure your prospects are valid
  • Done as part of their service before being sent

• Software should help salespeople engage and connect with customers
• Building an Iron Man suit for salespeople
• Build an email cadence
• Natively integrates with ERPs like Netsuite
• Can replace other CRMs
• Can replace sales enablement tools like SalesLoft and Ring Central
• The AI has native access to make recommendations
• CRM + Telephone + Sales Enablement + AI
• Sales Enablement
  • Cadence of emails, calls, and SMS
  • Call recording and coaching
  • Sales intelligence and reporting
• Telephone
  • VOIP
  • SMS
  • Voicemail
  • Automated receptionist
  • Call transferring
• CRM
  • Contact management
    • Populate info from URL
  • Account management
  • Opportunity management
    • Filter
    • Sort
  • Forecasting
  • Activity Tracking
• Remove data entry via the Spiro Assistant
  • Makes recommendations
  • About 70% accurate
• Developed by listening to 20,000 sales conversations for the right cadence
• Recommends a call over an email first
• Spiro will learn your sales cycle to create the right timing
• Leverage about 52 commands and it's integrated into Siri and other voice command platforms
• Adoption Guarantee