Optimize Outside Sales Automation for Communications & Media

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hey i'm going to show you exactly how to utilize a crm in a way that's going to 10x your business and i i don't i'm not joking around when i say this a lot of people they either have a crm and they're not using it or they're under utilizing it because no one's ever showed them what it can actually do or how to use it or maybe you're on an older one that's really bulky and hard to use but this here it at its core it should manage all of your accounts your contacts your company's not just as a rolodex but actually intelligently and we can start to use lead scoring it's very easy to set up and say all right what companies do i need to talk to which people do i need to talk to today because my time is limited and if it's companies that have shown interest before they've been to your website they filled out a form they've opened your emails they've read your documents uh you've had a conversation maybe and you know when they're looking when they need to close a deal by when they need to make this thing happen budget budget timelines line up all that or um prospecting you have bdrs your colds reaching out to new people that you can make very very easy for your bdrs you can sign them prospects and tasks if they're not responsible for prospecting themselves and all they have to do is go into their task queue in the morning go sales tasks and it just fires them up do this call this person email this person connect with this person on linkedin and they can also follow these playbooks right which are just let me show you this this is just you can't lose if you're using playbooks properly especially if you're trying to tee up bdrs very quickly and make their life easy what do they need to say is it a script or are they ready to just start there's bullet points and they can just riff off bullet points how do you get past the gatekeeper what are the gatekeepers say and what do they need to say as a response to get to the next level what are the most common objections and how can they overcome those objections or how can they get around those objections um you know they got to listen but then say yeah i hear you right not fight the objections but kind of dance with them so that they feel comfortable and move to the next level exploratory calls is another one what are these are all the questions not every single one but these are the questions that you need to ask for that person to feel heard and for you guys to understand how you can really help them and when you do it enough times you realize there's a pattern these are the same questions i ask over and over again another thing your crm should include business intelligence and forms and calls to action on your website what that means is companies that have forms on their website that aren't tied to a crm i can't tell you how many times we've spoken to companies where that form uh it gets emailed to nowhere or the form is broken or it goes to the salesperson but they miss it in their busy inbox and it's just lead after lead is just wasted and so here if you have a hubspot lead form on your website when someone fills it out it goes into the crm and then we can set reminders you know what it's been an hour you didn't get back this person or it's been 24 hours so it's been two days or maybe the sales person is on vacation and we and then have an escalation to a manager hey this person hasn't gone back to this lead in two days they want information we can send notifications via sms text email we can do push notifications phone all different things but a form or a lead should never ever fall through the cracks again it's 2021 basically your deals all your deals should be managed in the pipeline so that your sales manager knows what's happening you can forecast we can start to set reminders if a deal sits too long and doesn't move uh if a deal goes past his projected close date a whole bunch of things where it's like a deal's never going to fall between the cracks again because we're not going to let it we get automation that's going to remind us every step along the way hey you know what you missed this or you missed this hey get on this reach out to this person it can be very very helpful uh we had a company they lost we calculated they lost in one year several million dollars of deals that were people were ready to pay and the sales people it just fell between the cracks because they weren't doing this and so they never got back to these people who are ready to sign a check that's that's painful meeting links this is a great one this is right on our website we can just share meeting links whether we do an email can be on a website it can be anywhere instead of back and forth when when my available one of you available remove the friction let this let the people see your availability and book with you i love when i get the notification so and so who i don't even know just booked with you because they are interested in speaking with you they have this problem and you can help them and then we go from there and then the last one that i mean so many more but quickly sequences and workflows so sequences are when we have communication with people if i'm talking to sales managers in a certain industry it's almost always the same exact conversation at the beginning until you get to know them and so instead of me having to manually do it every single time i can take the words that i've written that i say every single time and i can turn into a sequence where it sends in this communication and then sends a miscommunication so that i'm not having to manually waste time doing that and i can focus on higher level tasks and i can see who are the people that are clicking and reading my emails those are the people that i'm going to pick up and call and when i call they're already know who i am because they've seen my videos or they've read my articles or they've gotten my email and it's not a cold call anymore anymore so i hope that's helpful and i want to meet you i want to help you if you want to learn more if you have any questions if you want to talk strategy please by all means reach out and this is going to be attached to a blog article and at the bottom there will be my meeting link widgets you can book with me right from there happy to help in any way i can i hope this helps you