Inbound Marketing Expert Wes Schaeffer The Sales Whisperer® Hosts The Crm Sushi Podcast

What You'll Learn In This Episode of The CRM Sushi Podcast... 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 Subdo

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

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 T

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

  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 If you don't take great care of your customers...someone else will." ~Kate Zabriskie Great customer service is a profit center. If I had an hour to solve a problem and my life depended on it, I would use the first 55 minutes determining the proper questions to ask." ~Albert Einstein 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 Memberiu

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

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com Automation Marketing companion for your CRM Infusionsoft ActiveCampaign Ontraport Drip ConvertKit Sell. Teach. Engage. Since 2013 Wordpress plugin Migration plugin Create from scratch Migrate Hire a certified partner Powerful enough for developers, designed for marketers Sell Accept payments directly in multiple currencies Cross-selling Smart coupons and discounts Reduce shopping cart abandonment Trial offers, subscriptions, 1-click upsells Mobile-friendly order forms  Fully integrated with Infusionsoft Use any order forms Synced payments reporting in Infusionsoft Update credit cards and process payments Full Infusionsoft affiliate tracking Teach Unlimited instant and dripped courses Video bookmarks and completion tracking Homework submission with private feedback Drag and drop PDF certificates User progress tracking and display License your courses with team accounts 3 advanced quiz types Secure file hosting Engage

Affordable CRM starting at $24/mo/user (billed annually) Quick Add new contacts Web-to-Lead Import CSV Add, Edit, Merge Contacts and Companies Hotness Meter for reminders Email sync Add CC's to Contacts and Sync Emails as a "smart suggestion" Send emails GMail plugin available Templates available Realtime tracking without the recipient knowing Click and drag Pipeline Stages Click "Won" Click "Lost" Table View—Sort / Filter with advanced filtering Drag and drop to reorder columns More than 20 pre-defined reports Easy to customize Automation ProductHunt UTron No cost setup Chat support Integrations Zapier PieSync API 5 to 100 users Not a bulk email provider Set user permissions Chrome Extension for notifications Android and iOS mobile applications

Snapchat is alive and well Even old guys! You own Snapchat "Channels"  If you're boring on Snapchat you are dead The viewers are young and savvy They know about the "50% off" gimmicks They know about the "Free plus shipping gimmicks" They grew up with the internet Be relevant Be interesting Be engaging You only have 10 seconds for a Snapchat ad If your audience is 13-25 years old you need to be on Snapchat The young teens are not on Facebook, Twitter, or Instagram Snapchat's intelligence for targeting is not as detailed as Facebook Snapchat knows your location and where you travel Target people who spend a lot of time on this soccer field Get in early and advertise on Snapchat now (like Facebook in 2009) Snap Ads take up the entire screen so you get better focus from your viewers but your viewer can tap away. They are not forced to watch the entire ad and you are still charged for the impression. Google "Snapchat influencers" and his company pops up They are an influencer agency They went to Snapcha

Spun off of Basecamp in 2014 Launched CRM in 2007, one of the first alternatives to Salesforce Simple, functional platform is in their DNA Ideal for small businesses as their "first CRM" Leads. Follow-Ups. Relationships. Understand it right out of the box without reading the manual Sophisticated options and features are available if you need them Not big on deal flow Unlimited Tags and Custom Fields Robust API has been around since 2007 Help Desk Zapier Accounting Has a bulk email tool Has an integrated help desk Pricing starts at $24/mo for 6 users Group inbox to triage support cases, leads, etc. Forward from any email platform to Highrise Automation / Drip coming soon 30 Day Free Trial Free plan for up to 2 users Watch Previous Episodes of The CRM Sushi Podcast 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 co

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 V

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

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

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

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

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 First click | first opt-in | last click before a sale | Re-opt-in Ad platform measurement ignorance Pixel-based system inaccuracy Misses the most valuable customers: those who make multiple purchases Multiple devices Must program the "value" of a customer on every Thank You page Limitations