The key benefits of listening:

  1. Why have one
  2. How to pick one

 

The key actions:

  1. If you don’t have a sales CRM – get one 
  2. Check out review sites like G2, Trust radius and Capterra 
  3. Speak to someone who is an expert. Peers can be helpful but biased 

 

Full Transcription:

Hello to The Build Live Give solo podcast episode number 211.
If it is your first time welcome and if you love what you hear, please subscribe. 
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Let me know a topic you would like me to cover at [email protected] 
Shout out to Berry who inspired me to talk about today’s topic.  Berry is a valuable member of BLG Authority Machine. Find out more at BLG Authority Machine
Please check out past shows on your favourite platform – search Build Live Give 
Today’s topic is:
Why you should use a sales CRM as a coach or consultant 
You will learn 

  1. Why have one
  2. How to pick one

You will have a different interpretation when you hear the words sales CRM.  
The acronym CRM stands for Customer Relationship Manager.  Salesforce defines it as a technology for managing all your company’s relationships and interactions with customers and potential customers. The goal is simple: Improve business relationships. A CRM system helps companies stay connected to customers, streamline processes, and improve profitability.
It goes throughout your lifecycle with them, including finding new customers, winning their business, and providing support and additional services throughout the relationship.
When I was at Coca-Cola CRM typically meant sales CRMs. We had 152 different ones around the world. 
The definition has become a little grey with the introduction of marketing automation tools like Active Campaign, Ontraport, Keap (formerly infusionsoft or confusionsoft to many), etc having a sales component in them.
Without going down a rabbit hole, when I say sales CRM I mean ones dedicated only to sales. 
Scott Gellatly and I sold our tech consulting business last year. It focused on sales CRMs and Operational platforms for service-based businesses. 
We knew the field like the back of our hand and I will cover more in a moment. 
 
So why have a sales CRM?
One.
You need sales. 
Sales are the lifeblood of your business. Don’t you want to make it as easy as possible for you to get more? 
Why use an electronic diary when you could use paper? Because it is easier. No different from a sales CRM. 
Two.
Fit for purpose. 
You can do many things with google sheets but it doesn’t mean you should. 
Here are a couple of features as an example:

  • Call and email clients and record the conversations
  • Scrape contacts details from their email 
  • Bulk email people (mine up to 2000 per day)
  • Visual pipelines at the click of a button
  • Reporting 
  • Task automation  
  • I could go on and on 

Easy access for your team to update – particularly a Virtual Sales Assistant (VSA). 
Three. 
Return on investment.
Working with coaches and consultants I see money sitting on the table. They say I have a leads problem. I say no – you have a follow-up opportunity. They miss following up on potential clients because messages get missed in Linkedin messenger. There are few clients who will beat down your door compared to many that move on because you didn’t get back to them.
For an investment of around 49 USD per month for good sales CRM with your average deal size, it doesn’t take long to work out the math. 
Before we go into picking one, I would like to talk to you about Dubb – D U B B. It is an All-in-one sales & marketing video platform that helps to attract, convert and retain more happy clients.
I use it with my sales CRM to send video followups to my potential clients. I look at their Linkedin profiles and posts and give constructive feedback. 
I can track all the analytics so I know when best to circle back. 
Why not check it out for yourself. 
Go to buildlivegive.com/dubb
 
How to pick one: 
Let’s address the elephant in the room here – there is a truck load of options.
I have used G2 crowd g2.com in the past and there are currently 589 with 89 for small businesses. You are probably overwhelmed by recommendations. I get it. 
I want to make it super easy for you.

  • Google Gmail 
  • Copper CRM
  • Microsoft Outlook
  • Pipedrive 

Why do I say this? I found them to be the best for coaches and consultants 
They target the small end of the market 
They have well funded 
They innovate 
They stick to their lane – sales
Others who  I have used include:

  • Nimble
  • Streak 
  • Salesflare 
  • Zoho
  • Hubspot
  • Microsoft Dynamics 365 
  • Zendesk Sell 
  • Insightly 
  • Fresh sales 

Ultimately having one is far more important than having the wrong one. They all do a good job.
I will do a future episode on how to get the most out of your sales CRM.
 
Three key actions from today:

  1. If you don’t have a sales CRM – get one 
  2. Check out review sites like G2, Trust radius and Capterra 
  3. Speak to someone who is an expert. Peers can be helpful but biased 

 
You can get all the links in the show notes at https://buildlivegive.com/podcast ep 211 or on the app you are listening to now. I recommend the Pocket Casts app. 
If you want to find and convert your ideal clients on Linkedin go to blgclick.com to watch a FREE 30min pre-recorded masterclass. 
Please connect and follow me on Linkedin.
If you know someone who is interested in getting a sales CRM – share this with them. 
Please take action to build your business and lifestyle
And stay well 
 

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