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

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

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

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

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

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 [email protected] and mention The CRM Sushi Podcast for 25% off

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.