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

• Nikolaus Kimla, founder of Pipeliner CRM
• Past guest on The Sales Podcast episode 439
• The first and only CRM today in the SMB space that has the key account management embedded
• Three inner and three outer rings
  • API
  • Automatizer: sales and marketing automation is the key
  • Backend Functions
  • Activities
  • Outer
    • Project Engine
    • Key Account Management
    • Reporting Engine
    • Analytics Engine
    • Salesforce Automation
• Reduce the repetitive tasks
• No coding, just drag & drop
• Worked for Apple in Europe
• Brought Apple to the universities in the 80s and had the first computer-to-computer networks
• Has spent four years to make the drag-n-drop features easy
• The typical salesperson needs to focus on leads and activities
• Multiple pipelines available
  • View as a map overlay feature
  • View as a list
  • View in a compact form
  • Drill down and see the hierarchy/org chart
  • View as a bubble chart
  • View deal velocity
• Great tool for both the hunter and farmer, i.e., account management salesperson
• "Add to Comparison"
  • Products
  • Categories
  • Find accounts where you can upsell, cross-sell
• The Navigator is where you start your day
  • Ready to qualify
  • Ready to move
  • Old Leads
  • Lazy Opportunities
  • Tasks
  • Missed Close Date
  • Velocity Issues
  • The Largest Open Opportunities
• Everything starts with a Lead
  • Chop it up into targeted Lists
  • Send email broadcasts and see reports
    • Sent
    • Opened
    • Clicked
• Call from browser is integrated and included
• Sidebar for Outlook and Gmail
• Create Reports on the fly
  • Customize with fields
  • Create charts from reports
  • Schedule reports to update and be sent to you regularly and automatically

• The UI is engaging
• Email history is saved inside the CRM

• Start your free trial Pipeliner CRM

• Don't get CustomerHub if you want to pay for 22 tools instead of 3
• Don't get CustomerHub if you want to pay for a bloated WordPress install
• Re-tooled CustomerHub in March 2021
• It's a standalone platform
• It's simpler than WordPress
• More affordable than Kajabi

• Start your free trial of CustomerHub

• 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

• Start your free trial of SEMRush now

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 The Sales Podcast:
  • Episodes 1 to 10.
  • Episodes 11 to 20.
  • Episodes 21 to 30.
  • Episodes 31 to 40.
  • Episodes 41 to 50.

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:
  • Episodes 1 to 10.
  • Episodes 11 to 20.
  • Episodes 21 to 30.
  • Episodes 31 to 40.
  • Episodes 41 to 50.