The CRM Sushi Podcast, With Inbound Marketing Expert Wes Schaeffer The Sales Whisperer® - See How Sales Message Is Like "Gmail For Text Messaging" on The CRM Sushi Podcast #11

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

05/02/17 • 40 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

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.

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.

Previous Episode

Badger Mapping Is on The CRM Sushi Podcast #10

http://www.thesaleswhisperer.com/blog/sharpspring-crm

http://ReferWes.com

http://BestCRMForMe.com

Helps field salespeople be more successful.
Does the tedious work.
Juggling of map and scheduling and contact information.
Colorize accounts by:
- Priority
- Days since last check-in
- Sales YTD
- Next Step Date
- Prospect Qual
- CRM Link
- Customer Type
- Customer Photos
- Next Step
- Customer Contracts Folder
- Customer Box Folder
- LinkedIn Profile
- Rep Names
Does not need a CRM but it’s meant to work with your CRM.
Has a few data sources to populate their database.
Inside View gives you the rich, structured corporate data.
Five years. No VC money so very sustainable growth.

Next Episode

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

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