Experience the benefits of Sales pipeline saas for sport organisations

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Hey everyone! Welcome to the first edition of CRM  Talks, a series we've just launched where we have   conversations with loads of amazing salespeople.  We decided that we can't miss this opportunity   and talk to these people as they've got first-hand  experience in organizing and managing lead and   customer data, standardizing their processes  and managing their sales team. Also, they   know how to move deals down the pipeline  and how to close those deals effectively.   And most importantly, we want to know the role of  CRM in all those processes. Why? Well, obviously,   because we are NetHunt CRM and this is something  that we are into. If you want to get more   actionable CRM-related content, subscribe to our  YouTube channel as we have loads of amazing stuff   there. I'm very happy to welcome our first guest.  This is Vitalii from EPOM. EPOM is an online   advertising company that is focusing on developing  software for managing and running ad campaigns.   Hi, Vitalii! How are you doing today? Hi, what's  up? How are you doing? Nice to see you! Yeah,   you know, when I was thinking about the first  guest of our CRM Talks, EPOM instantly came to   my mind because I know how you guys are constantly  improving your sales processes and you're NetHunt   users, so I'm pretty sure that CRM helps you with  that. True, it's true. Yes, it is. It does, a lot.   Yeah. So, Vitalii, are you ready to get into it?  Yes, let's start. Cool! So, when you joined EPOM,   they were already using a CRM, as far as I know.  But probably at your previous job, or at the start   of your career... Did you use spreadsheets or any  other tools to organize and manage customer data?   Yes, naturally, most of the companies, especially  the small ones where I was working before,   they were using Excel spreadsheets, for example.  These are the typical examples of how to   manage your clients and the content that you  have. But, of course, it's not that convenient and   sometimes it was a bit messy, because, you know,  it's possible to connect them with the cloud,   for example, to synchronize the information. But  not all the users were doing it, so sometimes the   information was not up to date and it was like a  mess. Yeah, we'll talk about the updating of CRM   a bit later, I have that question... But what  are the main benefits that you see now in the   CRM after you've started using it? For me, it's a  great advantage. The CRM that you provide guys, by   the way, it's very convenient for me because I can  see all the information that I'm interested in.   As soon as I do a click, I can see everything,  considering the client, the contacts or the sales   process - an instance of one click. Let's say  like this. It's really convenient and it helps   a lot about solving my day-to-day issues. For me,  it's really important. You are saying about the   contacts or your clients and so on... As soon as  you click on the profile of the client you're able   to see all the history of the deals, what he was  or she was doing, what we were talking about - all   the messages are preserved there. So it's like a  huge archive and it's possible to manage all this   data. It's really convenient. Yeah, that's  true. But we've talked a bit about those   automation... And in terms of automation, to what  extent are your processes automated with CRM?   I guess if you are talking about the percentage...  I guess it's about 80 per cent. Of course,   not all the information, not all the processes  can be automated. Some of them must be manual.   For example, talking about my personal processes,  mostly. Like one of them is the workflow for   sending messages, sequence messages. Of course,  as soon as the client answers, I need to take   the process on myself. So this part is manual. But  the rest of the work... NetHunt can do it for me,   so why not use it? Yeah, great! Especially  if we are talking about high priority deals,   we definitely will manage them manually because of  all that personalization. Of course, we can also   automate it with certain macros, yeah, with  the CRM system. But, again, machines can't   replace people in this process. Do you  have your favourite workflow that helps you   a lot? Yes! Yes, as I said the main workflow that  I'm using is the sequence emailing. Or we managed   to do the system when we are sending your own,  for example, six emails with some waiting period.   Like the first message goes, then we wait for  three days, we send the second one, and so on.   And, of course, if somebody replies to us, then  we can see that message go to a special category.   And then we need to- Then we manage this client  manually as he replies to us and so on. This saves   a lot of time, to be honest. A huge amount of  time that I was supposed to do it like manually,   sending these messages, controlling  the dates when I should send the first   message, the second message - the system does  it for me. So it's brilliant! It's brilliant!   You said about those automated sequences.  So, you are mostly using them for pre-sales?   Yes, it's a part of the pre-sales. The clients or  leads are generated by the marketing department.   For example, they go to the emailing stage and  as soon as some of them reply to the email,   then I catch it and I start chatting personally.  Like looking for human Skype or so on. Of course,   this information is possible, this context is  possible to add to the CRM. So, for example,   my colleague can do it as well. Everything is  synchronized, and that's what we are doing.   And probably you have some automated workflows for  the after-sales processes when the lead is already   yours and it is one. Do you have any automated  tasks to follow up or something like that?   So far, we don't have these processes, but, of  course, it's possible to do it. One of them was   designed by me like two weeks ago and we are  still thinking about how to make it perfect,   to make it live. It's going to be- For example,  some of our clients, they get the trial version   of the overhead server, and sometimes it goes for  two weeks, and sometimes I forget to follow up.   Like how the setup process goes on and so on.  And, of course, this workflow, it will help us   because in this case, I'm going to send the first  message with, for example, the details on how to   login to the server and so on. The second message  is going to be like a follow up: "Do you need some   assistance with setting up that server?" And  the third one, when the trial period is over,   I'm asking the client if it waS good and if  they plan to work with us further and so on.   Yeah, nice. I also like, you know, this  after-sales workflow. You and us, we're both   in SaaS business, so those subscription-recurring  payments are very important for us,   and I like that workflow when you set  up an automated task or automated,   for example, follow-up email a few weeks before  the subscription to make sure that you'll get that   second payment and stuff like that. True,  yeah! And do you have sales processes that   you like least? Something that you think  about like "I don't want to do this,   I'd be rather doing something else"?  And it is not related to automation or-   What I'm thinking at the moment... Most of the  processes that I'm doing they're great because   most of them are automated. Before, it was a  nightmare. Having these Excel spreadsheets to do   this mailing system but now as it is automated  by NetHunt, it improved my life a lot. Cool!   The bad sides of the process that I'm doing,  most of them are automated. I have this   creative work to do like answering with  sophisticated intricate messages to the   client. And the rest of this routine work  was taken by the CRM, so I'm really happy.   As you might know, all the automated workflows  only work when we have clean and accurate data   in the CRM. Because when- We talked about this at  the beginning of our conversation that we need to   update the CRM system. How do you guys ensure  clean and reliable data that you have in a CRM?   Do you have any tips? Well, first, it depends  on the type of the business. For example,   one of the most important processes for me  is to follow up with the client. For example,   some of them were gone and, for example, when  I decide to make a new emailing campaign,   the first important stage is to check if  these email addresses are valid or not.   For example, it's possible to use the .csv  file to get the third-party data about the   validity of the emails to upload them to the  NetHunt CRM. And just after that to do the   emailing campaign. That way you make sure that  the bounce rate is low, and you are not going to   be blocked by Google or another SMTP. For me, it's  really important. Yeah. And do you have reviews of   your data? For example, like once a quarter or,  I don't know, once in two weeks, for example?   You know, to make sure that you have updated  all the records and they are up to date.   Mostly we have long sales, so it's not  done like each week or every two weeks.   It is done from time to time. Just to check if  the client status is well or not, and just to   do some manual work. But usually, everything  is automated, so mostly it's done by the CRM.   Yeah, automation helps a lot with data accuracy  and data relevance. Do you, guys, use web forms   on the websites to generate leads? Yes, of course.  You're absolutely right, our marketing generates   leads. They come from different forms. All this  information is preserved in the CRM, so we can see   what kind of information they state. For example,  for me, being a part of the sales department,   it's important to see what is the name of the  client and what is the email that I'm going to   use for the pre-sales process, for example, and  so on. Of course, another really important step   on our website is the registration form.  The client goes via the questionnaire, so   some of the questions that are important for the  pre-sales or sales process, in general, he or she   states the answers. And, in general, I have a clue  what kind of services the client is looking for.   Because our company offers several services,  so for me, it's really important from the very   first minute, very first second to understand  what kind of information the client might be   interested in. And then to provide exactly this  information to the client to make him happy.   Yeah, cool! And, actually, in terms of automation.  Based on those answers you can also set up   different sequences. You know, to add relevant  content. I don't know if you agree, but I think   that we are now entering the customer-first era.  I think that we've been there before but with   this pandemic, it just emphasized it and most  of the businesses, they realized that clients   should be in the centre. Because it is now very  difficult and more costly to acquire new clients,   so we have to be sure that we provide the best  possible customer experience. But I looked through   recent research - it was held by Hubspot - and  I was surprised that 55 per cent of businesses   still rely on spreadsheets or other systems  documents to manage their customer data.   Do you think they'll be able to survive in this  customer-centred era without using a CRM system?   I guess talking about the spreadsheets like  Excel, for example, it may fit some really small   businesses. If you have ten clients, for example,  and you do not update the information weekly or   monthly and so on... I guess then it will be fine.  But if you have a lot of clients, with a lot of   parameters, with a lot of value that are changing  and you need to follow everything like this. Then,   of course, there is a strong need for CRM. Yeah,  that's true. Vitalii, I know that you are a very   busy guy and it's a very hot business season, so I  won't take more of your time. But just one thing.   We want to establish a tradition in our CRM  Talks and we want our guests to ask questions   for the guest in the future. As you are my first  guest, you only answered my question. But I'd   like to ask you to ask a question for our future  guests without even knowing who it's gonna be.   It definitely will be a salesperson and I'll be  sure to get the answer for you. Okay, the question   is like this: "Would you recommend NetHunt  CRM to all your colleagues or your competitors   and so on?" Nice, I hope that we'll have a  NetHunt user at the next CRM Talks and if not   they'll have to look at the system and either  recommend it to our audience or not. Thank you   very much for your time and for this conversation!  It was a pleasure for me talking to you. I hope   that those companies, businesses who watched this  series and are not using a CRM system, for now,   I think that our conversation will make them  at least one step closer to implementing a CRM   and making their sales life much easier. If  you are now on the lookout for a CRM system,   then NetHunt can be a perfect option for you.  Just head to the description under this video   and subscribe, and try and implement it. Thank  you Vitalii! Have a good day. Thank you so much,   it was a great pleasure to talk to you. Stay in  touch. Talk to you soon, enjoy the day. Bye-bye.