The CRM Sushi Podcast, With Inbound Marketing Expert Wes Schaeffer The Sales Whisperer® - Qurious Co-Founder Sabrina Atienza Is on The CRM Sushi Podcast #12

Qurious Co-Founder Sabrina Atienza Is on The CRM Sushi Podcast #12

05/05/17 • 47 min

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

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: Analytics, post-mortem for management
Refresh content on a weekly basis in the listening to update Play Books rapidly vs. six months to have an outsider manually create this.
Make real scripts in real time vs top-down creation and delivery of scripts.
Create Deck Sits on top of dialer or web conferencing platforms
She uses Outreach Sits in the browser and detects when a call starts from your computer Detects when the call ends so sales reps don’t even have to click out.
Full reporting and analytics.
Shows discounts, rep questions, customer profiles, customer questions, trial closes, next steps Sales teams as small as five reps.
Quantum Circuit Simulator during a hack-a-thon Qurious.io
$80/seat/mo + $49/mo/seat for analytics

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: Analytics, post-mortem for management
Refresh content on a weekly basis in the listening to update Play Books rapidly vs. six months to have an outsider manually create this.
Make real scripts in real time vs top-down creation and delivery of scripts.
Create Deck Sits on top of dialer or web conferencing platforms
She uses Outreach Sits in the browser and detects when a call starts from your computer Detects when the call ends so sales reps don’t even have to click out.
Full reporting and analytics.
Shows discounts, rep questions, customer profiles, customer questions, trial closes, next steps Sales teams as small as five reps.
Quantum Circuit Simulator during a hack-a-thon Qurious.io
$80/seat/mo + $49/mo/seat for analytics

Previous Episode

See How Sales Message Is Like "Gmail For Text Messaging" on The CRM Sushi Podcast #11

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-up with multi-step, multi-media.
No integration with Google Voice so that limits you.
Financial services companies need historical records to be in compliance. (Anchor is audio for Twitter but it takes time to listen.)
It’s like Facebook Messenger or Slack.
Add contacts one-by-one.
Add merge fields in the app or from your CRM.
Profile enrichment coming in Q2/17 by looking up their cell phone.
Real time chats.
Canned responses coming.
Invite users and set permissions.
Workflows—integrate it with your CRM or marketing automation platform. (HTTP Post in Infusionsoft or Webhooks with HubSpot)
Rotate leads in HubSpot or Round Robin with Infusionsoft.
Nathan has 40 trainers at four gyms in Ohio and needs customized messaging.
- Congratulate the client for checking in 10 times.
- Call forwarding will send it to your cell phone or anywhere else.
- Book Appointment: Apple, Google, Outlook, Yahoo, HubSpot Pricing like Twillio
$10/seat/mo or $100/seat/year + 1.5 cents per text, 3 cents per picture Port in your numbers.

Next Episode

SalesWings Lets You do Website Tracking and Lead Scoring Fast

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 website and Outlook in 5 minutes and have tracking enabled
Gamification is part of SalesWings
- Closer Stats
- Actions Points
We’re in the age of notifications
- Slack
- Email
- Browser
SalesWings helps create urgency for the salesperson
The sidebar opens in any page in your browser
- Filter by leads you own
- Hottest leads
- Favorites
- Etc
Get your 30-Day free trial of Saleswings here
- Quarterly or annual subscription starting at $99/mo for five users
- Email [email protected] and mention The CRM Sushi Podcast for 25% off