Clear the Clutter: How to“Spring Clean” Your CRMFeaturing Wes Schaeffer, Owner of The Sales Whisperer
Watch the live recording here:http://www.infusionsoft.com/webinars/crm-cleanup
You will learn how to:• Clean up the mess and eject excess emails• Tame tags and get rid of old products• Retire affiliate...
Meet Wes• Owner of The SalesWhisperer®• Using, selling and trainingon CRM since ‘98• ’07 - Rated the #1 CRMtrainer when De...
To clean…“Out of clutter, find simplicity. Fromdiscord, find harmony. In the middle ofdifficulty lies opportunity.”- Alber...
Or not to clean…“If a cluttered desk is a sign of a clutteredmind, of what, then, is an empty desk asign?”- Albert Einstein
You MUST de-clutter!In order to bring on affordable, efficientand effective help.
Make a mess.
Make a Mess• Masterpieces are NOT created in a cleankitchen• Having a mess isn’t bad if you do somethingabout it• Step 1 t...
Eject excess emailsin your inbox.
Eject Excess Emails in Your Inbox• Unsubscribe from stuff you don’t consume– Can’t remember the last time you read an emai...
Tame the tags.
Tame the Tags• Tagging is a common way to segment yourcontact in many CRMs– Helps you sort and send relevant communication...
Tame the Tags Cont…• Customer tags– Straightforward– Create a tag for each of your products that are appliedwhen a contact...
Purge pastproducts.
Purge Past Products• You don’t want to scroll through pages/rowsof old products (either does your staff or yourprospects)•...
Retire affiliateresources &commissionprograms.
Affiliates• Most have 4 key components:– List of affiliates themselves– Commission programs– Affiliate resources– What you...
Affiliates Cont…• They are people too• Reengage using education• Announce new products or share a trainingcalendar• Get th...
Commission Programs• Review the key components of your commissionprograms– How much to pay?– Set amount or percentage?– Pa...
Resources• Include:– Banner ads– Emails– Landing pages– Social media content• Keep the products/services they sell updated...
Clean up customfields.
Clean Up Custom Fields• Custom fields can be a source of pride andproductivity• You shouldn’t make custom fields just beca...
Connect with the“C” in CRM.
Connect with the “C” in CRM• Contacts are PEOPLE with wants, needs, fears anddesires• Communicate in a consistent, relevan...
Logical leadscoring.
Logically Lead Scoring• Better CRMs enable you to tract activities thatyour contacts take and assign a score to thoseactiv...
Logically Lead Scoring Cont…• New users usually create dozens of actions or have no idea what todo• Here are some lead sco...
Design yourdashboard.
Design Your Dashboard• Dashboard ensures you are operating within safeand healthy parameter to help you reach yourtarget• ...
Trash tiredtemplates.
Trash Tired Templates• Your CRM has several features that help youspeed up your correspondence and contactconnections• Cha...
Trash Tired Templates Cont…• Stuff to review:– Social media functionality?– Integrated web forms?– Thank you pages?– Email...
Terminate thetowers of tasks.
Terminate the Tower of Tasks• Good news: CRMs can automate the creation of your tasks• Bad news: They can create a lot of ...
Questions?@Infusionsoft@TheSalesWhisperer#cleancrm
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Clear the Clutter: How to “Spring Clean” Your CRM

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Time to Dust Off Your CRM

It's so easy to ignore the clutter in your CRM with an “I'll do it later” attitude—except 'later' never seems to come. Meanwhile, the clutter piling up in your CRM could actually be affecting your ability to sell efficiently.

Much like your closet needs that once-a-year de-clutter, your CRM could use some attention—and what better time than spring! Attend this webinar for some great “spring cleaning” tips designed to help you work more productively and profitably.

You'll learn how to:

1. Tame the mess in your CRM
2. Trim tags and products so you can sell more efficiently
3. Keep affiliate content fresh - which makes for more productive partners
4. Clean up custom fields to clear up confusion
5. Reconnect with neglected contacts to revitalize relationships

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Clear the Clutter: How to “Spring Clean” Your CRM

  1. 1. Clear the Clutter: How to“Spring Clean” Your CRMFeaturing Wes Schaeffer, Owner of The Sales Whisperer
  2. 2. Watch the live recording here:http://www.infusionsoft.com/webinars/crm-cleanup
  3. 3. You will learn how to:• Clean up the mess and eject excess emails• Tame tags and get rid of old products• Retire affiliate resources & commission programs• Tidy up custom fields• Get connected with the “C” in CRM and lead scorelogically• Design a CRM dashboard and get trash old templates• Eliminate the tower of tasks@Infusionsoft @TheSalesWhisperer #cleancrm
  4. 4. Meet Wes• Owner of The SalesWhisperer®• Using, selling and trainingon CRM since ‘98• ’07 - Rated the #1 CRMtrainer when Delldeployed Salesforce• ’08 - Became an ICC• ‘12 – Released “TheDefinitive Guide toInfusionsoft,” now in its2nd edition
  5. 5. To clean…“Out of clutter, find simplicity. Fromdiscord, find harmony. In the middle ofdifficulty lies opportunity.”- Albert Einstein
  6. 6. Or not to clean…“If a cluttered desk is a sign of a clutteredmind, of what, then, is an empty desk asign?”- Albert Einstein
  7. 7. You MUST de-clutter!In order to bring on affordable, efficientand effective help.
  8. 8. Make a mess.
  9. 9. Make a Mess• Masterpieces are NOT created in a cleankitchen• Having a mess isn’t bad if you do somethingabout it• Step 1 to CRM spring cleaning is…@Infusionsoft @TheSalesWhisperer #cleancrm
  10. 10. Eject excess emailsin your inbox.
  11. 11. Eject Excess Emails in Your Inbox• Unsubscribe from stuff you don’t consume– Can’t remember the last time you read an emailfrom a sender… unsubscribe• Swipe & Deploy (S&D)– Send to separate email folder• More manageable, more focused & moreproductivity@Infusionsoft @TheSalesWhisperer #cleancrm
  12. 12. Tame the tags.
  13. 13. Tame the Tags• Tagging is a common way to segment yourcontact in many CRMs– Helps you sort and send relevant communications andoffers to prospects/customers• Tags can pile up and become useless– It’s never to late to update• Avoid deleting, try consolidating and renaming• Create relevant organizational structure@Infusionsoft @TheSalesWhisperer #cleancrm
  14. 14. Tame the Tags Cont…• Customer tags– Straightforward– Create a tag for each of your products that are appliedwhen a contact buys that product• Prospect tags– Creating consistency with what action the prospecttook that the tag represents• Guidelines for deleting tags@Infusionsoft @TheSalesWhisperer #cleancrm
  15. 15. Purge pastproducts.
  16. 16. Purge Past Products• You don’t want to scroll through pages/rowsof old products (either does your staff or yourprospects)• Two things you can do:– 1. Delete old products and subscriptions you don’toffer anymore– 2. Hide the old products from your storefront@Infusionsoft @TheSalesWhisperer #cleancrm
  17. 17. Retire affiliateresources &commissionprograms.
  18. 18. Affiliates• Most have 4 key components:– List of affiliates themselves– Commission programs– Affiliate resources– What you are selling through affiliates@Infusionsoft @TheSalesWhisperer #cleancrm
  19. 19. Affiliates Cont…• They are people too• Reengage using education• Announce new products or share a trainingcalendar• Get them excited about promoting to theirlists@Infusionsoft @TheSalesWhisperer #cleancrm
  20. 20. Commission Programs• Review the key components of your commissionprograms– How much to pay?– Set amount or percentage?– Pay levels?– Pay for leads, sales?– Cookie expiration lengths?• Split things up@Infusionsoft @TheSalesWhisperer #cleancrm
  21. 21. Resources• Include:– Banner ads– Emails– Landing pages– Social media content• Keep the products/services they sell updated• “Inactive” commission program@Infusionsoft @TheSalesWhisperer #cleancrm
  22. 22. Clean up customfields.
  23. 23. Clean Up Custom Fields• Custom fields can be a source of pride andproductivity• You shouldn’t make custom fields just becauseyou can• Get rid of them AFTER you export the datawith CONTACT ID (Protect contact data at alltimes)@Infusionsoft @TheSalesWhisperer #cleancrm
  24. 24. Connect with the“C” in CRM.
  25. 25. Connect with the “C” in CRM• Contacts are PEOPLE with wants, needs, fears anddesires• Communicate in a consistent, relevant manner• Fire things up:– 1. Do a search for neglected contacts (contacts that havenot heard from you and/or don’t have an updated contactrecord within in a certain amount of time)– 2. Send them a quick message with a special offer to getthem reengaged@Infusionsoft @TheSalesWhisperer #cleancrm
  26. 26. Logical leadscoring.
  27. 27. Logically Lead Scoring• Better CRMs enable you to tract activities thatyour contacts take and assign a score to thoseactivities• This helps you focus on hot leads (versus “tire-kickers” who need more time to do their ownresearch)@Infusionsoft @TheSalesWhisperer #cleancrm
  28. 28. Logically Lead Scoring Cont…• New users usually create dozens of actions or have no idea what todo• Here are some lead scoring criteria to consider:– Free report download (in last 7 days)– Demo – Registrant– Demo – Attendee– Demo – No Show (Subtract points)– Subscribe to newsletter– Unsubscribe to newsletter (Subtract points)• Check that your CRM allows setting for expiration on lead scoringand subtracting points@Infusionsoft @TheSalesWhisperer #cleancrm
  29. 29. Design yourdashboard.
  30. 30. Design Your Dashboard• Dashboard ensures you are operating within safeand healthy parameter to help you reach yourtarget• Leading CRMs let you customized your dashboard• No right or wrong way but if you referencesomething more than once or twice a day, itshould be on your dashboard@Infusionsoft @TheSalesWhisperer #cleancrm
  31. 31. Trash tiredtemplates.
  32. 32. Trash Tired Templates• Your CRM has several features that help youspeed up your correspondence and contactconnections• Chances are your CRM has added newfunctionality in this area@Infusionsoft @TheSalesWhisperer #cleancrm
  33. 33. Trash Tired Templates Cont…• Stuff to review:– Social media functionality?– Integrated web forms?– Thank you pages?– Email templates?@Infusionsoft @TheSalesWhisperer #cleancrm
  34. 34. Terminate thetowers of tasks.
  35. 35. Terminate the Tower of Tasks• Good news: CRMs can automate the creation of your tasks• Bad news: They can create a lot of tasks automatically thatare hard to manage• Don’t be afraid to use the DELETE button if you are boggeddown• 30 to 45 days overdue as DONE• Set aside time• Assess your workflow@Infusionsoft @TheSalesWhisperer #cleancrm
  36. 36. Questions?@Infusionsoft@TheSalesWhisperer#cleancrm

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