1.
Craig Klein
Co-Founder – Sales Growth Hub
Founder and CEO – SalesNexus
Sales Growth Hub Webinar Series

2.
What is the Sales Growth Hub?
Trusted Experts in Growing
Businesses!
Webinars, Videos, Articles,
eBooks, all FREE!
Community where
businesses and sales and
marketing leaders meet.

3.
Areas of Expertise
• Lead generation
• Search engine optimization
• Social media
• Web design
• Web development
• Sales consulting
• Sales coaching
• Sales tools and software
• Customer relationship
management
• Sales training
• Sales management
• Marketing consulting
• Email marketing
• Branding
• Video production
• Public relations
• Pay-per-click advertising
• Digital marketing

4.
Hub Members

5.
Webinar Schedule
12/17: 5 Must Do’s to Boost Pay per Click and Online Ad Results
Fair Marketing Web Marketing Team

6.
My Sales People Won’t Use the
CRM!
Craig Klein, CEO
SalesNexus.com

7.
I Can’t Use It!
Busy… meetings, making calls, sending emails, traveling,
working on proposals, blah, blah, blah…

8.
Natural Resistance
Structure is their natural enemy!
Corporate goals – structure and
systems and procedures
When systems don’t work, we tear
it down and create a new one
Need to focus on the people
Search Youtube.com for “Dave
Blanchard Stress and Structure”

9.
CRM Failure
Failed to sell it to sales
Failed to close the loop

10.
CRM Success
1. How to sell it to sales!
2. How CRM leads to 10% sales increase
MINIMUM!

11.
CRM Attempts
Time constraints
Path of least resistance
No process defined
No clear expectations of sales communicated
“Let’s just start trying to use it”

12.
CRM Success
Sales Buy in
Consistent Input
Defined Process
Re-enforcement - measurement

13.
Is CRM strategic?
• Is your Internet presence important?
• Are your competitors generating leads in ways
you’re not?
• Can you identify which marketing spending is most
profitable?
CRM is the P & L statement of your marketing and
sales process

14.
Process

15.
Process

16.
Process

17.
Process
• Enable Communication
• More specific
• Teachable
• Coachable
• Actionable

18.
Goals
Lead flow by source – get more leads that buy
Lead qualification – get leads your sales people can close

19.
Goals
Proposals, Presentations, Demos, etc. – forecast sales

20.
Goals

21.
Goals
• Repeat Best Practices – do what works every time
• Automate – right message at the right time; more time
closing, less time prospecting
• Sales Training and Coaching – know what works and
what’s not working

22.
How to do it?
1. Identify Sales Process
2. Sources of Leads
3. Identify Metrics and Goals
4. Design CRM for optimum efficiency of data capture to drive
measurement
5. Create campaigns - New web lead, New Lead, New Client,
Previous Client
6. Build Processes and Automate
7. Migrate data – accounting, sales, marketing, operations, etc.
8. Training - Admin, Management, Marketing, Sales. Define
required use, metrics and goals and how to measure/analyze
9. Tune Up - (after 2 to 4 weeks) - debrief with key users to
identify challenges and limitations and identify solutions.

23.
Quick Tip
Try SalesScripter.com
1. Calling Scripts
2. Qualifying Questions
3. Objection Responses
4. Pre-call, post call, follow up emails
5. Content Marketing Outline – Lead Nurture topics!
6. Much more!

24.
What is my sales process?
1. Sources of leads
2. Actions
• 1st step and on-going for each source
• Sales engagement steps
3. Qualification requirements for each step
4. Quantification – proposal, estimate, etc.

25.
Lead Nurturing

26.
Lead Nurturing
250000 350000 450000 550000 650000
Current
w Lead Nurturing
Sales
10% increase in sales!

27.
Lead Nurturing
Web Leads? 25% or more!

28.
Case Studies
Lead nurturing – Better Business Bureau
• Growing online Ad spend
• Conversions not closing
• Automated lead nurturing solution
• Increase sales 25%

29.
Lead Nurturing
10% increase in sales!
• New Web Lead
• New Lead
• New Client
• Past Client
• 3 to 5 emails per campaign
• FAQ Style

30.
Lead Nurturing
1. Write down 5 to 10 questions that potential clients
ask sales people most often
2. Each question becomes an email.
Examples:
Are you spending money on expensive maintenance?
If so, take a look at this recent article, “5 ways to reduce maintenance
costs.”
Are you wondering what will happen if your pump systems fail?
If so, take a look at this recent article, “3 simple backup plans for pump
systems”

31.
Lead Nurturing

32.
Lead Nurturing

33.
Selling it to Sales
Talk to them – get input, make them part of the process
What can we do to make your life easier? To help you sell?
What work would you rather not have to do?
Emphasize the strategic importance and opportunities
Better leads / More leads
Crucial aspect of new initiatives – new products, new markets, etc.
Lead Nurturing – show them the math!
Automation
Define the requirements clearly
What does the sales person HAVE to do at each step in the sales process?
Train and support them as they learn and adapt

34.
Selling it to Sales
Give them what they want!
Rewards
• Contests
• Incentives
• Cash
• ‘at a boys!
Leads
• Web leads
• Other New Leads – call ins, referrals, etc.
• Lists
• Purchased
• Trade Shows/Associations

35.
Your Questions
Find Questions in the GotoWebinar control panel and
type them in!

36.
What Next?
Register at www.salesgrowthhub.com/event

37.
What Next?
Sales Process Optimization Program
1. SalesScripter.com Walk Through
2. Identify Sales Process
3. Document Sources of Leads
4. Identify Metrics and Goals
5. Create Dashboards for Management, Sales, Marketing, Others
6. Design CRM for optimum efficiency of data capture to drive measurement
7. Create campaigns - New web lead, New Lead, New Client, Previous Client
8. Build Processes and Automate
9. Migrate data – accounting, sales, marketing, operations, etc.
10. Training - Admin, Management, Marketing, Sales. Define required use,
metrics and goals and how to measure/analyze
11. Tune Up - (after 2 to 4 weeks) - debrief with key users to identify
challenges and limitations and identify solutions.

38.
What Next?
Sales Process Optimization Program
1. SalesScripter.com Walk Through
2. Identify Sales Process
3. Document Sources of Leads
4. Identify Metrics and Goals
5. Create Dashboards for Management, Sales, Marketing, Others
6. Design CRM for optimum efficiency of data capture to drive measurement
7. Create campaigns - New web lead, New Lead, New Client, Previous Client
8. Build Processes and Automate
9. Migrate data – accounting, sales, marketing, operations, etc.
10. Training - Admin, Management, Marketing, Sales. Define required use,
metrics and goals and how to measure/analyze
11. Tune Up - (after 2 to 4 weeks) - debrief with key users to identify
challenges and limitations and identify solutions.