Sales Nexus CRM Craig Klein on The CRM Sushi Podcast

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• 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
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