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okay let's get started again thank you everyone for coming today's webinar on how to improve sales productivity and quality control with noCRM.io and Aircall my name is Shireen Ziar and I work for noCRM.io and am the country manager for the US and Canada and I will be running today's webinar Bryan do you want to introduce yourself absolutely hey Shireen hey everybody my name is Brian Elsesser I'm the senior director of sales development here at Aircall and I oversee all of our sales development of channels and everything that goes into engaging our new customers great okay so on today's agenda we'll be starting with introducing noCRM.io then we'll introduce Aircall and then we'll cover the three topics that we have for the use case then a Q&A and next steps with this integration so first a little bit about noCRM.io we are a lead management software that's focused on sales teams. We're created for the sales team and one of our core focuses is our simplicity and our efficiency and our onboarding we have a very easy onboarding process easy to set up we also support more than 9,000 salespeople in over 80 countries and we're available in seven languages which includes English and we have a iOS or Android mobile app so lead management software for salespeople we have complete visibility for managers on a high and granular level we also have sales rep accountability with activities and status features which allows sales reps to know what to do next we allow for customizable features such as activities pipeline and a lot more that you can see on our platform and again we're an anti-CRM we were created to help the sales team we have a complete focus on helping sales reps manage their leads Lead management for salespeople so we allow for the qualification of cold prospect and then once qualified, managing them in the lead pipeline we also eliminate a heavy data entry by allowing easy creation of leads from different sources we have team collaborations so you can create teams and have different levels of permissions and we have API integration similar to this one on Aircall so we help integrate with different software and we have a support system for that. go ahead yes so so much synergy and everything that is going on with noCRM and over at Aircall. Aircall is also a very easy to setup cloud-based phone system so I'll give it a quick intro or 100% cloud-based phone system and we're really helped and built to support teams with a behind a scale in a very fast way currently we are based in New York City we also have an office in Paris as well we have over 175 employees about the company we also have plenty of venture funding that venture funding is helping us innovate and grow our platform we've been taking some really great strides in doing that as well and then on top of it up to today we've powered over 100 million calls through our platform so if we go through it you know three things really to take away from our call it's an intuitive system it's integrated and it's reliable and here's how that means so first off it's really easy to set up right like in a matter of minutes you're up and running with your team you can build out trees you can call trees you can build out your metrics and you can see pretty much everything you need in one place very very quickly so we'll go through that more soon outside of that we have a really a really beautiful intuitive UI so it's it's the if you are user interface you take a look at what it looks like we have an app that's really easy for all of your teams to use and pop on and get on to their calls on top of that we have a really awesome little dashboard you can see everything it's so user-friendly you know in a matter of minutes you can be up and running and kind of understand what's going on and then within very short time get really dangerous and on top of that we're connected to all your tools probably the biggest takeaway for air call is that you have sales tools and you want them to call talk to your phone well we're a phone that wants to talk to your sales tools and so each week we're producing new integrations with new tools and new CRM that are out there just like no CRM we have this really great little synergy going on between our two platforms and on top of it we have really great proven call quality which ultimately when you're making phone calls probably nothing else probably matters more is your call quality so to have that that's really that's key yeah so that's the that's the introduction there in terms of the back and forth is this next slide Shireen is this for both of us here you want me to pop through it so you have you have this slide here so it's so the the the way in which we integrate air call no CRM it's this really easy integration so there's no hard first off for air call no hardware needed right if you have the days of the old plastic desk phone are gone so if you're actually calling into this right now from one I'm waiting your for your call give me a call we want to help you second we're really flexible meaning like you can access this from anywhere and on top of that like phone numbers get for a provisioning phone number is getting set up it's so super simple it's like a click of a mouse we're global so if you have global teams you have global reps that are running around the world we're here to help you in that riff front as well art we have teams and amia to help we have teams here that can help so that's definitely up and running and like I said earlier we can up be up and running with your team in the less than five minutes great thank you for that introduction so now let's get started on a couple points that we wanted to focus on on how this is gonna help you help you with your sales help with the productivity the first topic is fast selling your way to outbound success so in most cases outbound sales is a numbers game that doesn't mean that your sales rep shouldn't be sending non-personalized emails or making educated calls having tools that allow you boost those numbers is key in this case so noCRM's prospecting lists allows you to upload your unqualified contact list so you can process them before adding them into your clean sales pipeline for those of you who have used no CRM you should know how easy it is to use our prospecting list so you can sift through them easily with the prospect browser which will significantly improve the speed of your call and with a click of a button you can move on to the next contact and the prospect browser also allows you to instantaneously detect any duplicates launch linkedin google searches and add vital details of the prospect's summary section so once you have a researched list of your prospects and you begin making calls you can start the qualification process so this where is when Aircall comes in to this whole scenario yeah once you integrate Aircall the soft phone allows you to dial prospects directly from your noCRM account and records each conversation we'll do a little demo for this I can show you officially how it shows but so you call you have your conversation directly within the app you don't have to go into a different different system it's really easy and then once you're done with that in the comment section you'll have a recording of your conversation and a timestamp and a link so no manual entry and no waste of time Bryan do you have anything to add here yeah I mean like and on top of that with dialing so I'm an SDR leader right I have a team of people that are dialing daily and it's that I don't know if anybody other sales leaders on this call have this issue but sometimes that phone in this case the the virtual phone could weigh a thousand pounds it doesn't even exist and it weighs a thousand pounds so one thing that we have also with our dialer is an auto dialer feature that really tends to help a lot of salespeople get through that kind of clutter and that helps you get through and especially with the pre qualified prospects gets you through more qualified prospects quicker yeah for sure can I ask you a question Bryan about like what you know so like we were wondering what common mistakes sales reps would make when they're qualifying prospect which is exactly this step if there's any mistakes from calling in cold calling prospects you would have an experience in I love that question yeah and it's actually one that's probably the most common and prevalent especially for early sellers or people that are maybe just are getting into old practices. as salespeople it's this crazy thing but we love to talk about ourselves and we love to talk about our products and sometimes we forget that we have to talk about our prospects and so I would encourage you as you're and your teams as you're using a dialer as you're getting on the phone even though you're probably used to talking about your pitch or trying to get down what the value story is that you're trying to put in front of your prospect engage them and ask them about why they're on the phone ensure that they are the right person for the call before you even start pitching them and that's going to help elevate and just drastically change the the quality and the outcomes that you're gonna have from your calls great answer I like that one okay so the next point that we want to have is a conversation for a higher conversion so one of the ways to improve the sales conversion is by engaging with leads in conversations that actually add value there's nothing worse than jumping on a call with a potential customer and not know where you last left off or what you need to say next continuity here is important to keep really engaged the sales rep must know the historical exchanges that happened before with the last conversation or meeting and how to go from there and how to increase marginal gains so with noCRM's lead cards it's pretty much like adding and viewing comments on any social media platform it's fast enter the information and easy to track previous exchanges again I'll show you how this goes what I'll do a little demo you'll see how easy it is to do and how quickly it is to have access to all the historical data last conversation and how to move on from there and build value so our integration with the Aircall further supports the reps by allowing them to call leads in one click with noCRM and see previous notes for reference enter call details if you want to add more from the conversation you can also add them there and once a call is complete again the recording duration and number dialed are automatically added so yeah go ahead honestly I think that's probably this is one of the things that funny enough sometimes you have sales people that just don't they're very nervous or they don't want to share a call but this feature has really empowered my team so they've really embraced it and they embrace it daily we have a daily warmup by the way quick tip for you guys out there don't warm up your cold calls on your prospects warm up on them and people that they know so like do a morning meeting and get the phones talking and get the words coming out of their mouth at least among themselves so that they're not warming up on their prospects but back to that so my team gets together in the morning and they love to share calls that they've had and it's so Aircall makes it so easy to quickly go and pull that recording so I think that's a huge huge piece of this value prop that you have with noCRM is that you have these recordings they're all captured as a sales manager you have the ability to pop in and check in on the calls and see how your your pitches are going but on top of that you know you can share them aloud as a team as well and and teams embrace this. Great. I also have another question on this one here we're calling the whole point is to follow up with your leads via call but is there for you the right mix of channels or touch points that should be productive for a sales rep yes yes yes so phone calls obviously it's not the only place you want to be reaching out right it's actually a healthy mix and if you can do it right it works so I remember it's funny how this changes and how rapidly it changes about a year ago this idea of like e-gifting never happened and then all of a sudden you see companies like Sendoso and thanks and they're all coming out with these you know e-gift platforms and and it's funny is that that's actually now become a channel as well as like a video feature from like a vidyard or an email or a social interaction on LinkedIn but we find it it's a healthy mix of all because it's not that you're always going to engage someone on a gift or you're going to engage with someone because you had a handwritten note sent to them it's because you're constantly hitting them at different touch points that's making think of you at a time when they could potentially reach back out so don't think that if you didn't get them on the phone that it's that it's like it just wasn't working one other thing on this Sheree and I should add is that make sure you have the right number of touches in your Cadence's guys like we're talking like if you have less than ten and your initial outbound cadence rethink your cadence the average sales person quits after four point eight touches so if you're gonna quit after that and and we know for a fact that a sales that a prospect picks up and engages after seven it's actually like seven and a half touches is when they reengage I don't necessarily know what a half touch is but regardless make sure you have the number the appropriate number of touches built in your cadence to engage your prospects great points even though I'm learning something new okay let's move forward to the next one so sales training with the right tools so how to quit your team with the right tools and metrics this is a really interesting one to me so sales rating is not really important when you're onboarding new comers but also important to consistently improve your entire sales team so for newcomers it's essential for manage they would present the first few calls to be present in the first year called sorry so this is central equality of their pitch presentation and communication skills so pretty common you should always be there as a manager so air calls live a feed feature makes that much more easier it allows manager just to have the option to join in to live call either announced the geyser incognito which incognito mode manners can jump into the ropes call without the added stress which could be stressful to a lot of new on comers and then also if the manager can't come because their schedules don't match manners gonna go playback any calls from no CRM to coach their sales reps later on in the process also consistent coaching is it's essential for the ones that are still there they're not new but they need they need consent improvement to maintain an increased sales team success so no serums custom activities in the outcome provides concrete metrics on how many successful calls were made again I'll show you this in but it's you'll see them like each act ADA was performed by who and the information that was attached to it if they leave any comment and the reasons for losing a lead and the data enables sales managers to narrow down those leads and figure out what happened in the process once they have all this information that they need they can work towards winning the winning formula and resolve common challenges in the sales reps process so with air call together we offer the strong integration solution that helps them improve business grows so here we actually have I having a really good question for you Brian and I think you can elaborate and since you'll know a lot more about training sales team what kind of KP eyes do you look for or important metrics that is helpful for you for your sales team productivity I love that so before I dived right into KPI is one thing to keep in mind is that the the feature mentioned a minute ago about an incognito mode listen or whisper feature that's like super helpful for sales leaders especially for people that are on the phone like you want to talk about improving KPIs which we'll talk about the KPI is in a second but that's going to help because many times that one little feature will help you know remove a pitfall of a conversation that might take a conversation a complete lateral move so that's really important but let's talk about the KPIs it's this straightforward inputs equals outputs so and and I'll put this out there if I go and I make a ton of phone calls right and I make a ton of emails and a ton of social interactions I'm logging them all on my CRM okay and then I'm getting like no conversions well they're the quality of your input needs to improve and so you need to behave a way in which you can go and reach into that input and see why that quality is missing or lacking same thing vice-versa if you have a high number of inputs and they're converting you need to learn why they're converting so you can help scale up the rest of your team something that I look at for my team is about 80 to 120 touches a day a touch can be research touch it can be a phone call an email a social interaction it doesn't matter as long as they're doing the touch in their logging and so that's really important the other thing I'm looking at is conversion I want to see a healthy conversion and that healthy is going to depend on your business model okay so what best way to find conversion is take a look at some of your best reps some people that are really high performers and and try to milk out the number of companies they're touching or prospects are touching versus the number of appointments that they're booking and then and then simultaneously the number of appointments that they're booking and how they're converting to your sale and those two conversion metrics from a call or touch to appointment and then appointment to sale is going to be exactly where you're going to find how you can fine-tune your process ok great I like that answer that will follow up with the demo so I'm going to switch my screen I'm gonna do a quick demo it won't be will be too intense ok so what you see here is it only comes as noCRM's platform this is the lead card that you see I have it's just an example ready to go so this is Linda right here and let's say that I do want to call her I would just as easily just click right here on this little icon this is Aircall's logo and it opens up and pop up it's integrated within our system which means I don't have to launch another app it just kind of opens up easily you allow to be able to call here and then once you're done with that conversation it'll and the call and here you can add a few comments like I was mentioning earlier and obviously if it was picked up you would say answered and once that's done it needs it right here so as you can see you have the number that I called the length of the recording and the timestamp time and date that we we have here and if I click on this it will download the conversation that'll be to listen back on what I spoke about also I mentioned activities that help for the metrics here is the activities that you can log in following the conversation you can also add more comments later on we'll go back to the presentation actually here okay now we're ready for any question if anyone has one feel free to ask oh so if you are typing it up just raise your hand and I'll make sure to wait for you to finish that question I have one question coming in right now we both we have two teams in Europe and the US I was wondering if noCRM and Aircall could be used with the two different languages in our case yes noCRM you are able to change languages depending on the teams are on in the user level as well and then for Aircall I believe you can do the same can you elaborate on that Bryan yeah I mean you're gonna speak in different languages for sure but I love that you're gonna be able to provision numbers for the different countries as well we're built to support different languages our websites built that way as well okay great any more questions coming in just let me know I'm gonna move her but we can definitely answer questions if you come up with them as we go forward I'm just gonna finish off with so if you want to know more about what's going on you can obviously discuss this with me the email address right here I'm going to be sending an email with the contact for Aircall if you also want to know more information about Aircall for everyone that showed up today I will be sending over this deck so you will have the length of the 30-day trial option for noCRM and the discount available since we're partners we both offer anAaircall discount when you're noCRM customer 25% discount off the first three months and you'd have to email me for that for that information for that discount I don't see any questions coming in which I take as we did a really good job on covering everything but if there is questions that you come up with later you have my email address right here. noCRM has a live chat, Aircall has a live chat so you could contact either of us and get more information on how to use the integration yeah my team's actually manning that live chat right now so feel free to pop on there if you have any questions they'll be happy to answer great again thank you everyone for showing up and I'll be sending over this deck and thank you Bryan for coming to today's webinar Shireen thanks so much for having me it was it was a pleasure it was great thank you