The CRM Sushi Podcast, With Inbound Marketing Expert Wes Schaeffer The Sales Whisperer® - Do Less Work and More Sales With Salesflare on The CRM Sushi Podcast

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

08/01/20 • 51 min

The CRM Sushi Podcast, With Inbound Marketing Expert 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

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

Previous Episode

Autoklose Sales Engagement Platform on The CRM Sushi Podcast

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