Empower your business with automated selling for Sales

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stop getting hung up on the CRM conversation spreadsheets are not the answer let's talk about moving all of your information from your email and Linkedin over to CRM I'm going to show you why CRM let's go I'm Mark Barone with rethink Revenue um today I'm going to answer the question why CRM there's a few leaders inside the H7 network if you guys don't know I'm highly competitive and I also love the conflict associated with content uh they have been telling people that you do not need a CRM that you can just use a spreadsheet which is partially true I'm going to show you why you need one and how you build your business around it from Marketing sales and post sale Revenue realization uh Mark Perrone with rethink Revenue hi everyone thank you for joining me today I kind of pirated Alex and Tammy over here to pad my numbers a little bit so thanks for that guys so today I'm going to go over a couple things I've got this presentation I'm working on I'm actually building a program around it around this Erica since you're new to Tech or 2 H7 generally I'm going to kind of do a a rehash of where you can find information on H7 and then I'm going to get to the point of reference that I'm talking about around this networker's Tech stack concept okay so if you go to the H7 Network website h7network.com you can find a bunch of information here about H7 you can find a meeting here you can find members here in the member directory I've got this thing on the deals section if you guys don't know about this you can create a deal for H7 where you can give a discount for your whatever you're pedaling uh you can you know conceptually offer different things around um highlighting what you're doing for H7 and that's what I've done here I've saved this space for Tech corner and more or less in 40 minutes I put together a CRM for you that has an integrated phone application your email is integrated whether you're on Gmail or Outlook calendly's integrated linkedin's integrated zooms integrated and your calendar is all integrated into the CRM put it together in 40 minutes I just did it with Scott it's pretty seamless it works really really well and it's for the most part free if you don't pay for calendly it you have to pay for calendly that's 12 a month for calendly and I think Zoom you have to have a paid tier on Zoom to integrate zoom on it but if you have those the rest has no cost the LinkedIn integration is called link match if you're not on LinkedIn this isn't going to matter to you if you are I would go take a look at link match it's 20 bucks a month and you can click a button and drop people in your CRM it checks to see if people are in your CRM I think a few people in here have it I know Deb does Linda has it I think John does Scott you have it too right no okay it's not a product I sell it's just something I recommend because I use it none of those things I make any money from so it's totally like transparent and fair for everyone on that it's just a really cool way to tie together your CRM okay all right so does everybody understand this so far all right Perfect all right so I'm gonna pull up this document laced into everything that I do are these little infographics that my company's actually built on okay I am a CRM implementer above all else I do represent the HubSpot products generally speaking but that's more of a lead magnet than anything else I've worked with over 150 crms there's about 272 that I've identified as ones that are applicable to your business and there's always new ones popping up that does not count Erp integrated CRM so like in the manufacturing space they have this big software called Erp and they put this little tiny piece of CRM in it and it usually is terrible so I've worked with a lot of those too okay now fundamentally speaking every business is uniquely similar okay we all Market we all sell and we all deliver a product or service doesn't matter what business you're in even a non-profit delivers a service okay so I don't care what business you're in that's all the same all right I break this into divisions of labor when you break things into divisions of labor it's called siloine and most people are like oh you got silos your business isn't running efficiently or effectively that is you need to Silo information that's in a specific division of labor so that everyone knows what's happening before they do their job and what happens after they do their job now I'm not saying micro Silo where you stay in your little area and don't look off to the side but what we run into is a poorly defined marketing term in every business many times you're like oh um so I haven't seen much marketing from you guys right and we all have this concept of marketing but if I asked you for a definition of it none of you would have one it's really weird how this word works I do marketing because I advertise okay maybe that's a little bit of it I do marketing because I've got business cards yeah I guess you could say that's marketing but there's a concept of end-to-end marketing that you need to build into your organization that sequences who you're targeting to your customer okay this is why CRM is really really important okay you can use an Excel spreadsheet to put you know first name in a column last name and a column a phone number and a column but that information doesn't come to life and you cannot concatenate it's a big word I know sometimes people love it sometimes people hate it data people understand what that means it means put information together you can concatenate information down into a CRM that brings it to life and I'll show you what I mean by that so obviously this is HubSpot this is not the only CRM in the marketplace Alex I think you represent Thrive right I represent four or five different crms that I work with perfect Linda you represent a go hire CRM right go high level that's one of the ones high level go high level there's um Scott the Scott Starnes that's in here represents keep there's somebody else that comes in with Thrive you know a CRM is a good thing to have generally and all of those products have their place I'm showing you HubSpot because mine's built on this and I can give you some background information about it okay so when I go in here and I look in a HubSpot I've got a bunch of contacts in here that are outlined by first name last name okay when I drop down into one of the contact records I get this sub view where all these details start to come out that would be columns on a spreadsheet just on the contact level alone [Music] I've got [Music] 221 column headers on a spreadsheet think about that how many pages would you need to have to have a spreadsheet with that many column headers that's just for the people the humans that are in my system if I switch this to companies I've got 91 more column headers from a spreadsheet if I switch this to Deals I've got 57 more so you're looking at over 300 column headers that you would have to have for this information to be on one spreadsheet now some people will say to me I have Outlook I don't need a CRM okay you could do that if you have a really small contact base but you don't have a concept of a company descriptor in there so you can say they work for a company but when I go back here and I look I can have a spreadsheet that has contact name in the company they work for but if I go into this contact record you actually see the association Jody works at overnight author overnight author has properties associated with it that are brought back to the contact record I have a concept of deals in here so for everything that I sell to this company that I'm talking to Jody about is all brought into the CRM so that you can see this relationship that starts to develop if you notice when I go to Jody you can see emails that have gone back and forth between Jody and I I'll bring up a better record that has more data in it so you can see the level at which this information is just brought in automatically like I don't really update my CRM I'm the laziest salesperson you will ever meet I sell every day but I do not want a data entry I don't want to do it behind the scenes Let the record show slightly dyslexic 100 my spelling is awful and I'm really lazy when it comes to admin function so that little thing right there gets me fired every time I'm a sales person somewhere like I'm like no I'm just gonna go do work I'm not gonna give you the data back right so if I go in here Mark I have a question but you you could be like me as well though where you probably either a spend a lot of time automating a lot of this because I have spots it has automations right like that way you don't have to worry about spitting every day sending out complex emails you put people into these automations I mean that's what you're using HubSpot for as well correct I mean you're running automations and drip campaigns and sales sequences so that's a different conversation for a different day and that happens over here right now what I'm talking about is just the organization the information so the way you think about this is a filing cabinet that you've got people working to put data in that filing cabinet in alphabetical order by the concept that you're going for so if you walked up to the filing cabinet pulled out a company record you would have sub files in there that are all constantly being updated for you that's the concept I'm going for Alex you're on the mark 100 but I can't go into that part it's true but that's not the true power of the CRM crms are designed to create interrelated uh data first second it started out as a sales pipeline that's the real reason Act was the first CRM just so we're clear act with a bang symbol back in the day I'm sure some of us are a little bit older remember this program it had a database Rolodex style and then they added sales pipeline to it it then grew into saleslogix that offered Marketing sales and customer service to take this a step further Alex what you just commented on is marketing campaign structure that's an embedded concept under Marketing sales pipeline that's an embedded concept under sales and customer service has tickets associated with it so any Enterprise level CRM has those three modalities associated with it it's really important that we understand kind of the architecture of the way the system works before we get into the Y portion no I completely agree I mean I I'm not I missed commenting on your statement about you saying that you were dyslexic and I was just making sure that people understood that you that's why you Leverage The CRM to help out with your weaknesses that that that's that's more of what I was getting at sure yep yep I got you so what you're going to notice here is Greg gosh horn he's one of the presenters in the other room he does the YouTube stuff he's got a bunch of information filled out in here none of which I've populated except for he's got 6 000 email addresses so I always have to keep up with how many emails he's got so and it's infinitely frustrating to communicate with him on email because you never know which email address to send to that said it allows me to stack all those email addresses if you try to do that in an Excel file think about that field email and then you would have to have comma comma comma comma comma comma right it doesn't it doesn't allow for this concept and that's on the simplest level once we get more sophisticated you're going to see all of these emails that have flown back and forth between us this was dumped in here automatically my integration integration to my email allows for this information to be captured when we go on LinkedIn I've got all of our LinkedIn messaging embedded in the CRM automatically I didn't have to touch this it just came over that's all that happened it just did exactly the same thing as the email integration so this concept of a central database becomes much different because contacts are getting added for me companies are getting added for me taking it to that first tier concept is worth the money alone if you had to pay for it everything I've showed you thus far is on the free tier of HubSpot so when people tell you it's expensive it's really about what you use it for when you get into something like go high level and there's a lot of marketing automation associated with it you're paying for the service of the marketing automation that's embedded in it and it's well worth it those concepts are really really good Thrive is a little bit different you've got a database that's attached to Yellow but old yellow book that you can access that's why the price point warrants that concept of CRM those are all subset amenities associated with those brands does that make sense [Music] okay so going back to why CRM we can organize our businesses Now by divisions of labor that's first thing when we get down into building funnels that's this is what Alex was talking about you can create call something called a full feedback loop okay this is a really important thing to understand in um sales land right imagine you go to the networking group you present your card that person's information is loaded into your CRM and then you send out a thank you email associated with it and they can respond back I had them in my database and let's say every every person I uploaded This Week business card wise got an email that said it was great to meet you this week I'd love to connect with you with another one-on-one here's my virtual meeting link you emailed out of HubSpot or out of a CRM you gave them a call to action that they fulfilled and then that is pulled down into HubSpot as a meeting and the record is checked off it's all done for you automatically you did have to send the email first but the rest of it is brought back into the CRM for you that level of automation today think about doing that if you went to a trade show and got 30 business cards you'd have to you'd have to type in their first name build their company record create the email to each individual and send that out that's two hours a time probably all of that information because you have a business card scanner on the phone application you put in 30 emails it's going to show you in the system how they came in you parse by anybody that was brought in the system in the last seven days five days then you send a group email to all of them and it looks like it's customized for each individual that's all in the free tier of the CRM just so we're clear I did not talk about anything that has a paid tier mark question about the business card scanner is that part of hubsp UBS yeah yep put some better in the phone application I'd show it to you I only have three minutes left here okay um so this is designed to show you what a funnel looks like and to explain this a little bit I go on LinkedIn I use linked match I bring them into CRM and then I start communicating with them for you guys if I connect with you on LinkedIn and you saw me at this meeting that's two marketing touches if I send you an email that's three marketing touches now depending on who you follow in the world of sales they're like oh I need seven touches before I can sell something I need 37 touches before I sell something No Matter What by automating a lot of this stuff you're getting those touches you're looking for and you start to reveal these channels as ways to communicate with people that isn't a one-to-one conversation it's a big Time Saver [Music] going into the sales pipeline people crms many of them like pipedrive only have this still their contact record stuff is pretty minimal but it's a cheap CRM so amenity wise it explains why it's inexpensive you can set up a deals pipeline by how you sell things so you have properties that are specific to deals one of them is like um proposal creation yes or no right if somebody wants a proposal from you you want to keep track of that I get sometimes like three or four proposals a week and it's hard to keep track of who I've sent them to and who I need to send them to well on the deal level I check the box that I've added the proposal and I sent it out I move it to the stage that says proposal sent and now I know what my follow-up mechanism is anything that's in Deal proposal sent I'll touch them once a week I'll hit them on LinkedIn I'll call them I'll send them an email whatever way that you feel like is necessary to reach out you do not have this in an Excel spreadsheet and you do not have this capability in Outlook okay this is why CRM this is a different way to look at the way you organize your business okay what I've done here is I've outlined a swim Lane flow chart once you start to understand the architecture of your business you're going to start to want to put steps to name what marketing is it's defines marketing for you in this story and I don't know how high quality this is going to be this right here says um the part they play the activities they do their responsibilities and who are the general role players in that department for those of us that are solopreneurs or small businesses sometimes you're the only person that markets sells and delivers if you mechanize this so that you understand what marketing is doing to move it into a sales workflow you start to organize that uh business plan that every SM uh SBA wants you to do that nobody ever does they're like oh tell me who your competitors are what's your marketing strategy what's your sales strategy how are you going to deliver like that whole story of 72 pages that comes out there this is that same thing just done in a way that you can mechanize the process this is why CRM I'm following the same concept that I had on that customer Journey framework this right here Marketing sales customer service I broke them out so you've got marketing and the duties associated with it sales and the duties associated with it and production or Service delivery or customer service and how that deliverable Works in conjunction with sales and then ultimately you come back to a remarketing concept all of this strategy is embedded in the CRM concept so the last thing is foreign if you don't have a CRM and you have one or two or three of these things how are you automatically adding data to your spreadsheet how much heavy lifting are you doing every week to keep up with Tick Tock Instagram LinkedIn Facebook email trade shows all of that stuff in a spreadsheet is crazy once you become a professional salesperson all of that stuff managed in an email client is crazy if you're a professional salesperson all of these crms were designed from a customization back in the day that's now configurable if you this is what I tell all my clients don't ask me if it can do it ask me to show you how it does it hey Mark can HubSpot do this you know the answer that question yes this is how we do it though it's a little bit different than what you currently understand but once you shift you become exponential you create a way to go from 250 000 in sales to 2.5 million in sales very quickly and I've scaled organizations just like that with this exact methodology we have never not set a sales record and I always use a CRM [Music]