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so we use salesforce.com and you know it's a it's Antiquated the way we use it very well so it's really more of a reporting tool yeah um I'm changing roles and I'll need to be wildly more um active and and I'm looking for something uh that can manage a pipeline and and churn and yeah and be able to manage uh you know spin cycle manage uh New Opportunities callbacks um better and faster yeah I love the mindset there so before I answer your question what is your thought are you thinking you're going to use dual crms or would you have the ability to just not use the sales force or are you going to put key notes in the sales force but then you want something else to keep you on target what are your thoughts there yeah so um I ideally I'd like to get the entire company to um shift into doing something uh that's more sales friendly uh for for all of all of the team but selfishly um I would probably do this and pay for it on my own yeah and use Salesforce for what really our company uses it for is um you know monitoring opportunities and forecasts yeah the smaller number right yep that makes perfect sense Jason and I get it and the last thing I want to do is bag on Salesforce or bag on corporate cultures because I to be honest it makes perfect sense of why the sales force is set up I haven't seen your iteration but it makes perfect sense as to why it's set up the way it is because senior leaders ship they need reports they need dashboards they want to get visibility of what's going on but let's go back in time before even and I'm going to really sound old like I remember gold mine a lot of you weren't even born when gold mine came out but the reason why crms came out in the first place was to make us you me everybody on this call everybody watching this right now more effective is sales people okay that lasted for about a half a decade to a decade five ten years it was all designed to keep us on track so we wouldn't have to use like Franklin Covey day timers and all that nonsense however pretty rapidly after crms were developed five ten years with especially when Salesforce came to the game and it was easy to start configuring your instances differently the people that wanted the reports were the ones that would configure the instance well unfortunately for Top Line producers like you and I and everybody on this the way these are configured a lot of times is not helping us in any way we're talking there's these stages that really have nothing to do with sales and I'll be honest and I'm sure you're not there but I've been there I coach people that have been there where they're spending upwards of 20 to 30 percent of their time just trying to enter data and then you get and I'm not saying you would ever do this but people have a propensity then to just well what does corporate want to see and they're just entering stuff into the into the CRM just to enter it and then it's almost like you have a side hustle of keeping your CRM up today and your CRM then at that point does not become anything that helps you it actually becomes an anchor that's tying you back so the way I understand your question is I get it I want to play by the rules I'm not trying to jump ship I'm not trying to be a Maverick I'm not trying to rock the boat but at the same time man I've got some big goals for myself with this new role and I want to make sure that I'm on task that I'm moving forward that I'm being skillful that I'm being affected that I'm being organized okay and I love what you're saying in terms of well might be an opportunity for me to just get my own thing now no Shameless plugs here I don't get paid by them yet maybe someday I will um maybe someday some other CRM will pay me I don't know what you want is a CRM that's really flexible for an order for you to be more skillful and efficient the one that I use is pipedrive it's very inexpensive if you're going to pay for it out of pocket it's it's not that bad I want to say 30 but I could be wrong let's call it let's double that and call it 60. I don't think for one instance you're going to pay any more than that might be less than 60. but what I like about this Jason is instead of trying to curate your CRM so that some senior leader can roll that into a dashboard and say yeah man we've got 76 million dollars in the um seven Alpha stage of the pipeline which means nothing to anybody you can say okay I've got these 14 Deals that I haven't made initial contact with so this is the call that I'm gonna make then once you make initial contact I have these 23 deals that haven't seen my price yet and you can really design that Jason as a skillful as an effective person to go okay I know what my stages are okay this is a prospect that might be of value to me but I haven't made contact this is somebody that have made contact to but I haven't sent them any information on what I'm doing this is somebody that send information to but they don't know what my price is this is somebody that I've set a formal proposal to this is somebody that we have scheduled a next step and the next step like for Roth's World a next step is we're going to meet with them on April 17th to talk about their advertising campaigns for Q3 right that's the next step not a next step of you know like in your traditional Salesforce crms well I'm supposed to call them back you can create your own thing where you're like nobody else is looking at this so I can be totally honest with myself and if you don't have a next step with that Prospect you can be totally honest another thing that I like in mine when I set up that kind of trial yellow like you're looking for is verbal commit because as I find at least in my world a good eighty percent of my deals tell me they're going to do business with me before I get the contract signed but that's a pretty distinctive difference like if Rob says Hey I want to put the entire team on nine news on Eastern University that's a I want to put him in that bucket because he's verbally said that right now if it comes he comes back and goes well you know we can't get the deal done until Q3 of next year my legal needs to look at it now I'm going to move him back into setting next steps so short answer to your question is I I like pipedrive it's affordable you can set up those columns and that way Jason you can be super skillful and that allows you to work inside those columns because if you're finding art with our sales process then I know it's boring but you can say man I have these 60 deals and these 11 of them are popping up today is the next step and I know the next step is for me to call them and say hey does it make sense for me to schedule a lunch and learn with your team and I can make 11 of those phone calls and check that out and on my verbal commits hey Roth does it make sense to get your team on Eastern University now I can work through my CRM in terms of how I speak and how I communicate and and how I can operate so my recommendation to you would be something like a pipedrive sales reps managers business owners entrepreneurs what I'm about to tell you oh this is gonna hurt but trust me it will be well worth it I want you to think back to that excitement you had when you first got started maybe it was your first day you thought about all of the lives that you were going to change with your amazing product your business your service your Solutions and hey let's be honest here you were going to make a lot of money in the process of helping people helping businesses change their lives but it didn't work out exactly that way did it if you're anything like me if you're anything like most people in sales you found it was just a little bit more difficult to close those deals than you thought or maybe you're struggling right now now I warned you this is the part that's going to hurt but in order for this to work you and I need to be honest with each other I want you to think about all the reasons that you're not hitting your targets all the reasons you're not making the sales that you had anticipated making is it the economy your competition your territory your pricing maybe it's your manager your product your service Your solution here's the part that's going to hurt there's a 94 chance it is none of those and it's time you face reality the reason why you have to work so hard just to close a single deal has nothing to do with the economy nothing to do with your competition your territory your manager your product your price your service the reason why it's so hard for you is you simply have haven't learned a better sales process but wait you've had sales training from your company yeah I did too you've read some sales books I read just about every single one of them or maybe you're saying to yourself well I was always born a salesperson nobody is born knowing how to sell more than they're born knowing how to speak Cantonese or fly an F-22 fighter jet and by the way the right sales process is a lot easier to learn than a language or flying an airplane but you still have to learn it my name is Matt Easton I'm the founder of Eastern University and if you'll let me coach you I can show you how to sell more than you've ever imagined without being pushy without being manipulative without following some super complex system where you're spend more time trying to figure out what stage your deal is in than actually closing deals if you will let me coach you you will never ever ever find yourself blaming the economy your products your price your manager your territory your competition again because you're going to be in total control of the sales process and the outcomes I've devoted my life to unlocking the perfect sales process and I want to coach you the same way I've helped thousands of other people in the exact same position that you are right now sell a reported 3.47 billion yeah that's billion with a B over the last 12 months I've been where you're at right now I know how to help you I can show you in just a matter of minutes what will take you years of trial and error to learn on your own now if you've made it this far but you're saying to yourself it can't be that simple just trying a new sales process alone will not get me to where I want to go I know exactly what you're feeling I said those exact same things and I was wrong having the right sales process changed absolutely everything for me so I want you to do me and yourself this favor and spend just a minute or two over at eastonuniversity.com checking out what we've built now if you spend a couple minutes and you decide that our coaching can't help you it can't help you change everything about your career everything about your life no harm no foul you can continue to do things the way you're doing them right now but just imagine what if you head over to easternuniversity.com right now and it connects with you what if it is that simple suddenly everything starts to make sense and everything changes for you your career your income your goals your company you start heading in the direction you always thought you could isn't it worth taking a couple minutes and seeing if that might be the case Eastern University is more than a platform it's more than live coaching with me it's your future and you and your future are worth it thank you so much for watching I'm glad you and I have met each other and I look forward to seeing you over at easternuniversity.com right now