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

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 Increas

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

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 fl

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 we

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

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

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.

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 (Tea

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com ConvertFlow helps you be relevant Like Amazon, he also does on-site retargeting  Works on any CMS or HubSpot COS Add to header of site. Integrates with Infusionsoft, HubSpot, Drip, AWeber, MailChimp, autopilot, Intercom, ActiveCampaign, mailerlite Social CRM update. Starts at $49/mo Offers a “pre-hook” to nudge visitors. (49% opt-in) Turns into a “side hook” with three options 1) Start a free trial 2) Learn on-site retargeting 3) Watch an on-demand demo Uses HotJar Duplicate Templates, Re-use them Focused on automating the on-site experience. Flows—like a Campaign Builder for your website. Stages are like lifecycle stages in the HubSpot Buyer’s Journey. Broadcast—broadcast a CTA on your site for things like a webinar. Agency option with Accounts

http://www.thesaleswhisperer.com/blog/sharpspring-crm  http://ReferWes.com  http://BestCRMForMe.com  Have more conversations with qualified prospects How good is your list? How good is your message to that list? First create your list inside LeadFuze...but keep it simple Click the big orange "Find Leads" button "Start Prospecting" Role / Function Industry Keywords (they have negative keywords created automatically for you) Country Location "Search for Leads" Google will limit you to six pages—600—results So site search on Google (this is all publicly available information) They are not scraping LinkedIn so they are acting within the Terms of Service for LeadFuze users Now click the orange "ADD" button to add each result or simply click "Add All Leads" Instead of having a VA from UpWork scour the internet to find background information on these leads, LeadFuze builds their profile for you automatically Filter by  Email Type No Email Good Risky Imported/Edited Filter by Email Status Not Emailed Open

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com 3 core elements 1) Email Marketing 2) Automation - sequences that segment off of workflows 3) Deals / CRM Segment on engagement, on source, etc. Each Contact has their own page along with history of engagement. Segment by job title, actions taken, actions not taken,… Most platforms are list-based while ActiveCampaign lets you segment on anything. Send based on standard blasts, dates, RSS, split testing, auto responders, and automated sequences. Pre-built templates, drag and drop, all mobile responsive, hide sections on mobile devices (i.e. for longer content). No limits on custom fields or Tags. Video snippet. Social snippet that links to you or lets them share. Track opens, clicks, replies, and Google Analytics. Automation is the power. “Recipes” are pre-built complete sequences. Their start triggers are vast and flexible such as Web page is visited Subscribes Unsubscribes Field changes Enters a pipeline De

http://www.thesaleswhisperer.com/blog/sharpspring-crm http://ReferWes.com http://BestCRMForMe.com  SharpSpring has taken the marketing automation world by storm Publicly traded on the NASDAQ with the symbol SHSP 150 employees Less than three years old #2 firm in 2.5 years 1,100 digital agencies offering the SharpSpring solution 5,000+ customers already served Built entirely on their own platform so it's focused and rooted on what a small business really needs Practical lead nurturing Integrated CRM with marketing automation Visitor ID (anoynmous web visitor identification) Dynamic email to adjust to the persona of the visitor Dynamic landing pages Drag and drop No developers needed Blogging tool with RSS Integrates with Saleforce and most every other CRM via API Works with Wordpress and other CMS platforms Dynamic forms Dynamic emails Dynamic lis building based on behavior Reverse IP lookup Lead scoring Behavior-based lead tracking IMAP synchronization Phone calls Deal stages Sales and marketing can fina

30 Day Free Trial with this link. http://www.thesaleswhisperer.com/blog/nimble-crm-sushi http://BestCRMForMe.com http://www.thesaleswhisperer.com/vastaffer Synchronize Tasks between CRM and Office 365 or Google Apps for Business Relationships are "messy" and can cross channels You need a CRM to work across all of your social media platforms to work with you and work for you Put your contacts in the cloud, even if you're a solo salesperson How does Salesforce buying Relate.IQ compare to Nimble CRM? Who's the ideal customer for Nimble? 40 million Outlook users now get Nimble pre-loaded on Outlook mobile to get instant insight on prospects and customers Empower your customer-facing team members Are they an ESP (Email Service Provider)? How do they handle mobile? How do they integrate with Gmail? Do they have a Chrome extension? A Safari extension?

http://www.thesaleswhisperer.com/blog/insightly-crm http://www.thesaleswhisperer.com/vastaffer http://BestCRMForMe.com Insightly is the CRM for the SMB space (Small to Medium Business) Their ideal customer has between 1 - 200 employees Native project management Convert sales opportunities to a project Also integrated with QuickBooks, Gmail, Google Apps, etc Easy-to-use CRM They think beyond the CRM to track post-sale interaction to drive repeat business Who's the ideal customer for Insightly? How they handle onboarding What are "Insightly Heroes"? What are "activity sets"? Are they an ESP (Email Service Provider)? How do they handle mobile? Can they scan business cards? How do they handle voice notes? How do they integrate with Gmail? Do they have a Chrome extension? How do they integrate with Outlook 2013 and Office 365?

http://www.thesaleswhisperer.com/blog/topic/podcast  http://www.thesaleswhisperer.com/vastaffer http://BestCRMForMe.com  Every hour of every day someone releases an "all-in-one" CRM, E-commerce, marketing automation, or social media marketing magic pill...except it never is. However, how can the average business owner, speaker, author, sales professional, and/or marketer make sense of it all? Sure you can read the product reviews or the company's overview or sign up for their demo but then you'll end up being added to their drip sequence and spammed for all eternity just because you committed the mortal sin of being curious and doing a little research. Well, now you can look over my shoulder as I have the founders and/or executives of these new technology companies demo their solutions to me while I ask them questions that non-techie non-geeks have so you can then make an informed decision. Having been in full time sales since 1997 and specializing in CRM and marketing automation sales and support since 2007