Sales Nexus CRM Craig Klein on The CRM Sushi Podcast

Wes Schaeffer
November 15, 2019

Use This CRM To Get Organized and Grow Sales

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Formerly in sales and frustrated with ACT! and Salesforce in the energy sector in Houston
Moonlighted on the side while developing his CRM and launched in 2003
He targeted the big CRM—ACT!—and offered an online home for companies using ACT!
Helped those users transition
Average customer lifetime for a SaaS CRM is only 28 months
Buyers get distracted by the bells and whistles of the new CRM
You need to get your salespeople to use the CRM
What do you need to know about your customers?
“Why do you need to spend this money in the first place?”
The marketing automation industry has done a disservice to sales teams over the last decade
We try to “warm up” leads for salespeople and then marketing washes their hands
But sometimes it takes longer to close due to nothing the salesperson did or didn’t do
Which department is most important: sales or marketing?
Most people have haphazard sales processes
Includes marketing automation
There is a lot of low-hanging fruit in your database of old leads
If your list size is 2,000 and you have an average sale of $2,000 you’ll make an extra $8,000 per month, every month you stay in touch
Write down your customer’s pains and send an email addressing each of those pains
Works in all browsers
Mobile app has business card scanner
Great reporting/dashboard
Leave a voice note that is transcribed automatically onto the contact record