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

Honest, Unscripted, Transparent Reviews of the Latest Tools For Small Business Growth including CRMs, inbound marketing, marketing automation, inbound selling, e-commerce, shopping carts, social media marketing, and email newsletter platforms.

Wes Schaeffer, The Sales Whisperer® Business 45 rész The CRM Sushi Podcast

PhoneBurner: Make a LOT More Calls—and Sales—Fast!

46 perc 45. rész Wes Schaeffer, The Sales Whisperer®

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

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

nocrm.io on The CRM Sushi Podcast

42 perc 44. rész Wes Schaeffer, The Sales Whisperer®

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

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

Prospect On LinkedIn Better With Linkdra: The CRM Sushi Podcast

63 perc 43. rész Wes Schaeffer, The Sales Whisperer®

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

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

Seismic Sales Enablement Software

39 perc 42. rész Wes Schaeffer, The Sales Whisperer®

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

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

CloudShare on The CRM Sushi Podcast

58 perc 41. rész Wes Schaeffer, The Sales Whisperer®

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

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

Do Less Work and More Sales With Salesflare on The CRM Sushi Podcast

51 perc 40. rész Wes Schaeffer, The Sales Whisperer®

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

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

Autoklose Sales Engagement Platform on The CRM Sushi Podcast

37 perc 39. rész Wes Schaeffer, The Sales Whisperer®

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

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

SEMRush on The CRM Sushi Podcast

47 perc 38. rész Wes Schaeffer, The Sales Whisperer®

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
- 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

Watch Previous Episodes of The CRM Sushi Podcast

Links Mentioned In The CRM Sushi Podcast

Start your free trial of SEMRush now

OnCourse Sales Engagement is FIRE on The CRM Sushi Podcast

41 perc 37. rész Wes Schaeffer, The Sales Whisperer®

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

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Automate Your Lead Generation and Cold Emails With ScopeLeads

33 perc 36. rész Wes Schaeffer, The Sales Whisperer®

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:
Check out early episodes of The Sales Podcast:

Sales Nexus CRM Craig Klein on The CRM Sushi Podcast

50 perc 35. rész Wes Schaeffer, The Sales Whisperer®

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:

Get the Best Infusionsoft Help Desk + Messaging With FuseDesk

40 perc 34. rész Wes Schaeffer, The Sales Whisperer®

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
- 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

Pipedrive CRM on The CRM Sushi Podcast

28 perc 33. rész Wes Schaeffer, The Sales Whisperer®

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

Get 75% Open Rates With Bonjoro on The CRM Sushi Podcast

41 perc 32. rész Wes Schaeffer, The Sales Whisperer®

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

Plan Social Media Content Like a Pro With Planable

34 perc 31. rész Wes Schaeffer, The Sales Whisperer®

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

See How Woodpecker Email Is Your Co-Pilot for Sales

26 perc 30. rész

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

Spiro HQ on The CRM Sushi Podcast

46 perc 29. rész Wes Schaeffer, The Sales Whisperer®

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

Sell. Teach. Engage. Build Great Membership Sites With AccessAlly

53 perc 28. rész

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
- Searchable user directory
- Customized social sharing
- Track and review site activity
- Gamification with credit systems
- Automated follow-up based on actions
- Split testing and member-specific countdowns
Course creation wizard
- Stand alone course
- Stage released course
- Clone existing course
- Create icons
- Automated menu creation
- Automated Tag creation
- Modules
- Offers
- Content
Content
- Short code insertion
- Protected content including Amazon S3
Orders
- Unique coupon codes
- Order bumps
- Order forms
Track progress, jump back to same spot, track video progress
- Gamification (credit system)
- Private notes students can ask
- Tag when complete
- Social sharing
Quizzing
- Personality quizzes (kind of like BuzzFeed)
Certificates
Member directory
Team licensing
Affiliate module coming soon
"Login content challenge"
Can use this for internal training and track their progress

CompanyHub on The CRM Sushi Podcast

50 perc 27. rész

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

How to Advertise on Snapchat (and Actually Make Money)

62 perc 26. rész

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 Snapchat early because there was less competition
Target conferences
- Geo-target
- Create a filter with something like an extended arm and microphone so when those attendees snap photos they can use your filter
- This may only be $5 for a couple of hours to run that filter
There is a new format for consuming content
- Horizontal, long-form, unedited is the classic on YouTube
- Snapchat is unique for its vertical video in 10 second clips
- Google AMP Stories
Examples of success include The Economist who is getting more traffic on the Snap Stories than on their website

Highrise, The Simple CRM For Small Business Sales Success

27 perc 25. rész

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

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Make more sales when you learn to Market To The Affluent

PJ Taei - UScreen TV

37 perc 24. rész Wes Schaeffer, The Sales Whisperer®

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 Version 5
Use the Uscreen CMS as your website
Just use your HD smartphone and keep it stable
You have plenty of content
- Cut a 60 min video into 12 segments of 5 minutes each
- It's micro-content
Like Lynda.com, produce bite-sized content
Offers = levels if you want but he recommends you keep it simple
Content scheduling
Full system emails for billing
Auto-suspension
Social sharing of the page to get the free giveaway but not have your premium
They do secure sharing

Datisfy: Be Satisfied With Your QuickBooks Data

45 perc 16. rész Wes Schaeffer

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

Increase Your Ecommerce Sales With Unific

36 perc 23. rész Wes Schaeffer, The Sales Whisperer®

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.
He can segment shoppers based on best customers vs. new prospects.
- Total number of orders
- Delays
- Sequences
- Bought 1 Time within last 30 days
Increased volume helps you get more granular with your segmentation
Has end goals to start and stop sequences
New customer welcome
- Start it with the order confirmation
- Segment and upsell
Coupon codes
- Abandoned Cart - Non-Customer - Cart Value Greater Than $xxx.00
- single use
- Dynamically-generated
- Entire order or selected products
- Set Active Dates

Get More Out of Infusionsoft With macanta

38 perc 21. rész Wes Schaeffer, The Sales Whisperer®

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

ConvertKit

44 perc 20. rész Wes Schaeffer, The Sales Whisperer®

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...
  - Event
  - Action
  - Condition
- Create Emails, Sequences, etc. on the fly within the Automations area
- Templates coming soon
Subscribers
- Not list-centric (AWeber and MailChimp)
- No chance of duplicates
- Location-based sending
- Send from multiple accounts
They integrate with shopping carts, webinar platforms, etc. See all of their integrations here.
Their focus is on email marketing

Wicked Reports

58 perc 19. rész Wes Schaeffer, The Sales Whisperer®

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
1. First click | first opt-in | last click before a sale | Re-opt-in
2. Ad platform measurement ignorance
3. Pixel-based system inaccuracy
  1. Misses the most valuable customers: those who make multiple purchases
  2. Multiple devices
  3. Must program the "value" of a customer on every Thank You page
  4. Limitations of existing competition like Google Analytics, which requires you to setup Events, etc. It's hard to setup
  5. SMB staffing and expertise issues
Demo Key Points
- See value of leads over time
  - "What should I do with this information?"
- What are your best emails?
  - By revenue
  - By clicks
- Potential ad targeting to make money
- Areas you are losing money that need monitoring
- Potential missed opportunities
- Where did you find your best customers?
- Sales by Days
- Sales by Hour
Facebook Attribution is coming out now
- 95%+ of customers are setup within 48 hours
- Auto-track the ads for you
Moving towards auto-tracking emails
Integrates with:
- Infusionsoft
- Ontraport
- HubSpot
- Maropost
- MailChimp
- 1ShoppingCart
- Facebook
- PayPal
- Limelight Networks
- Acitonetics
- Shopify
- ActiveCampaign
- CallRail
- Klaviyo
Bid calculators
Key stats for your new demo is available
Facebook Markting Partner

Radius Bomb | Sell To Everyone Within Your Radius

26 perc 22. rész 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

Vidyard: Powering The Video-Enabled Business

31 perc 18. rész Wes Schaeffer, The Sales Whisperer®

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

Booker Software Helps You Schedule Your Spa and Salon Appointments

46 perc 15. rész Wes Schaeffer