May 11, 2025 • 45 mins
#12WeeksToPeak #marketingautomation #growthmindset
Chris Brisson is the founder of Salesmsg , and he returns to The CRM Sushi Podcast after 8 years to share what is working and what he sees as the future of SMS marketing, marketing automation, digital marketing, and how to grow sales in the age of AI.
00:00 The Evolution of Sales Message
02:49 Understanding SMS and iMessage Dynamics
06:10 The Need for Specialized SMS Platforms
08:52 Integrating SMS with CRM Systems
12:09 The Importance of Two-Way Communication
15:00 Engagement Strategies and Opt-In Rates
18:04 Speed to Lead and Modern Communication Challenges
24:44 Engaging Kids in Sales Activities
25:39 Text Messaging in Business: The Lifecycle
26:56 Capturing and Connecting with Leads
28:52 The Shift to SMS in B2B Communication
30:25 Integrating SMS with CRM Systems
32:06 Utilizing Templates and Playbooks for SMS
33:24 Multimedia Messaging Strategies
35:25 Mobile Communication in Sales
37:07 Best Practices for SMS Communication
39:27 Tracking Engagement through Links
40:15 Branding Challenges with Messaging
42:07 Future Expectations and Closing Remarks
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Hey, after eight years, I've gotChris Brisson back on and to
talk about sales message. I just had him on the sales
podcast caught up with him episode 713.
But eight years ago May it was funny.
So we did this on May 1st, 2025.It was May 2nd, 2017 had him on
and and sales message was brand new.
(00:22):
So we got into the history and, and where things are today,
where they're heading. So this is a little bit
different for the CRM Sushi podcast.
I usually have founders demo their software, but he offers a
demo anyway. And so we got into the use
cases, right. I want you, I'll link to my my
process before login. You know, I've had that for
many, many years, 12 years. I don't know it going back to
(00:44):
maybe as early as 2010, certainly by when I had my
office, which is a short time. I got a picture of us doing this
with a client around 2013. So it's been a minute.
And I call it process before login.
And the the concept there is youneed to document your processes,
your current processes and your ideal processes before you log
(01:04):
in. It's like making a grocery list
before you go to the grocery store, right?
And don't go to the store when you're hungry because you buy
crap. But anyway, I want you thinking
through the scenarios. How could you use this software?
And I asked him straight up, youknow, because I've got HubSpot,
I've got keep, I've got clients that use Go high level.
(01:26):
We can send messages, SMS from those platforms.
So what is the benefit of havinga third party tool?
I like his answer. And so I want you to listen to
it and ponder this and think through how you know what, what
are your use cases? How can this work for you?
And because the software, you know, the gooey like, I really
(01:48):
don't care and you shouldn't either.
And and we had fully intended todo a demo, but we just got into
things and I mean, had a good long talk about the pros and
cons of different tools and whathe does.
We had some technical issues with his Internet.
So you may see a glitch here andthere had a tough time.
He had to tell his gardener stophis microphone was picking up
the blower. But regardless, smart guy, you
(02:10):
know, been in this space going back to before 2016, yet had and
still has another company we talked about.
So this was a a spin off of that.
So he's been in this lane for a while.
And so you're in for a treat. OK, if you need help picking out
the tools, check out CRM quiz.com.
(02:30):
It's my free tool for helping you determine, you know, which
one might be best for you. And there's a link from there to
my calendar, and we can talk through your scenario and we'll
figure out what's the best path for you.
OK. So thanks for tuning in.
Let's bring on Chris. Chris Brisson after eight years,
returns to show U.S. sales message.
(02:52):
Welcome back to the CCRM Sushi Podcast.
Yeah, I'm good. I'm good.
Look, I've got a couple Gray hairs.
I know dude. Welcome.
Look at that dude. I got them here.
I got them here, yeah. Yeah, so we caught up last week,
had you on episode 713 of the sales podcast and realized your
your software probably changed alittle bit in in eight years.
(03:15):
And so we figured we'd take a look at it, right.
So I've it was ironic. So we're doing this May 1st,
2025 and you were on first time.If I can find all my tabs, it
was May 2nd of 2017. You said like you had even
launched. Maybe you're launching right
around then? Yeah.
(03:36):
I mean I did a webinar at in October of 2016 to pre sell the
idea of of sales message. So it was just an idea in
October and then we really brokeground I want to say December,
right November we like started building it.
So we didn't have a product I think when we spoke.
(03:57):
I don't know, but 2017 was. That was the early days, man.
So the title back then it was. We called it Gmail.
Gmail for SMS. OK.
How sales message is Gmail for SMS?
Yeah. So what the heck does that even
mean? Well, I think the idea was the
(04:19):
same way that you send emails over Gmail is you can do that
now for text messaging. So kind of like an inbox, right?
Which actually, I mean, the ideasort of stands still true
because you know, more and more people today are getting texts.
And so how are you managing those text messages?
(04:40):
The same as e-mail, right? So in Gmail, you're managing it
through Gmail and having all thetools and all.
These job taxes, they're all your fault.
I just forward them to you. A part of the system, my friend.
No, I mean it's come a long way,right?
So back this is 2017. You know, I've been in the
messaging business for a long time.
So most people were just using as a sort of one way tool,
(05:03):
right? Hey, I'm going to send mass text
messages this one way notification.
There was no two way SMS platform out there.
Maybe there was. I mean, there's early signs of
that. And so sales message, the idea
was, hey, this is the platform for a conversational two way
texting. So you have an inbox, right?
(05:23):
You have your messages that comein and you can manage those
responses the same way as if youwould do it with Gmail.
So right, there you go. So I recently learned like some
of these platforms, I was working with a client that has
go high level and they were sending from there.
But these messaging platforms like when you go to an iPhone,
(05:44):
they don't show up as blue. So is there a way around that or
that just the nature of the beast?
Yeah, so Blue messages is imessages which is owned by
Apple, right? So that's why Android's always
been green is because, well, Apple is like, no, we own
imessages. We want to control that
(06:06):
mindshare for a customer, right?So when you get a blue text, you
know, hey, that's Apple. So for the longest time, right,
Google has been trying to unify the messaging, right?
You ever get into a text group and that person in the text
here, but the ring texts can't send a picture.
There's that one, right? So Apple knows that, right?
So they held on to that mode fora really long time.
(06:28):
So it's called RCS, right? So rich communication, whatever.
And so the idea with that is like, hey, look, you can't
really send, you know, the same rich texts as you would on I
messages versus on Android. And so RCS is sort of this
unification. So if you updated your phone in
the last couple of months, now when someone types, you could
(06:49):
see it on Android, right? You can see it on your iPhone,
right? When someone sends an image, now
the image actually comes out as not this little tiny little
thing it comes. Out Apple had to change some of
it so it's rich communication services, so our CS.
Yeah. So it's designed to replace SMS
and MMS with a more modern, engaging messaging experience.
So is that a protocol? Does Apple own that?
(07:13):
Did they invent it? Like I don't, I don't understand
what they released. Yeah, to let go of, I don't
know. That yeah, so, so Apple, right?
So imessages is their own sort of messaging entity, right.
So it's like what's? Crypted, right?
Yeah, but it's their own encryption blah blah blah.
Yeah, yeah. But why?
But is it a different protocol Like I remember back in the day
(07:35):
like Sprint was what CDMA and others were.
I don't even know that GSM or I forget but like.
Getting getting nerdy now. Man, I, I sold test equipment in
that space for years. I sold millions.
Google was a client. I mean, I, I was deep in that
stuff for years. Yeah, fortunately I'm, I'm, I'm
forgetting it because I've been out for over a decade.
(07:57):
So it's good. I'm forgetting.
Yeah, well, over a decade. So is it like that they're just
different messaging and then they just kind of all rose up to
the yes, whatever LTE and above.So now everything's kind of
unified that kind of. Pretty much, yeah.
Now Apple sort of their last release, whatever it was in
October, so that now we're goingto have, they didn't call it
(08:18):
RCS, they just called it better messaging, right.
So anyhow, what that means to businesses, right.
So RCS is a separate protocol. So you know how I'm like trying
to think of the unlike Facebook,you could do those little chips.
So like, hey, you know, click yes or you know, click this.
So RCS is a richer experience. So it hasn't really taken hold
(08:42):
right from this rather than typing yes to clicking or
tapping yes, That's what RCS is a whole separate thing.
But really what the blue messages you seeing it on go
high level? I I get those ads too.
They're basically just using I messages protocol.
So I messages has an API, Apple has an API that enables
businesses that are approved, right?
Not everybody can get it. And so you have to be approved
(09:05):
to use I messages, right? So you got to go through Apple's
approval process. They don't just allow everybody
to go. OK, so not everybody.
OK, so some some mass senders SMS platforms can deliver with
the Bluefield. Yep.
So like we're, we're going to bedoing it right, which will
(09:27):
enable businesses to use iMessage.
Now they have to go through the process of getting approved by
Apple, right. And you know, you got to go
through that process to get approved by Apple to then send
blue messages which go through iMessage.
So Needless to say the the fun parts of messaging, but soon
you'll be able to send blue messages right cross sales
(09:50):
message. So I mean, we're going to look
under the hood here in a little bit, but you know, if somebody
has go high level, you know, youhave keep right, You can you can
text from within keep, you can text from more and more
platforms. I mean are are rolling it out.
You can do with HubSpot. Why does someone need another
(10:10):
tool if if their main tool has that capability?
Yeah. So HubSpot for example, right.
So HubSpot does SMS, but if you're like we work well with
larger growing companies. And so traditionally HubSpot
releases products they serve like an audience for a given use
(10:32):
case. Like HubSpot has HubSpot quotes.
I don't use it, we don't use it.We use Panda Doc Why?
It's got better functionality and so, you know, for the
businesses that are looking for,you know, more sophisticated
messaging platform with like AI and AI agents and lead
qualification and two way texting and shared inboxes and,
(10:53):
you know, team management and all sorts of more enriched
experience versus Oh yeah, I getoutbound a text, right.
So if you're just looking to outbound a text, sure, you know,
you can use the off the shelf one.
I know Go high level, you know, builds most of their stuff and
they've got a great product, youknow, and so you know, they
built a lot of that tech inside of their platform.
(11:13):
We actually did build an integration, funny enough for
call loop to be into Go high Level and so learned a lot in
that experience. And we'll integrate sales
message and Go High Level 2. They offer a lot of different
unique ways that we could integrate into it, But you know,
there's an ecosystem already. And so, you know, some
marketplaces will win and some marketplaces, it doesn't make
sense for us to continue building.
(11:35):
But like keep, for example, likewe built that integration years
and years ago and just that audience is not the audience
that we serve. Well, you can use keeps texting,
you can use our texting, but we're, you know, we, we work
best with like a Salesforce HubSpot, not to say anybody
can't use our platform, but. But bigger teams?
(11:57):
Yeah. Longer sales cycle, is it more
BI? Mean we serve both B to BB to C
So we work with franchises, you know, we work with Tony Robbins
and his team. We work with all types of
different businesses, recruitingcompanies, logistics, high
volume, low volume, right? B to B companies that aren't
integrating SMS into their own sales site.
(12:18):
Like we use sales message, right?
Because we do calling and we do texting.
And so part of that whole journey, we use texting.
New lead comes in, we text them,we engage with them, a meeting
is booked, we remind them right,we engage with them, that sort
of thing. OK, yeah, so if somebody, you
know, get HubSpot, I use their meeting links and I've used
(12:38):
Cowley in the past. Cowley has some SMS, you know,
they have e-mail reminders. HubSpot has e-mail reminders.
I don't think they have SMS reminders.
So like if I'm using their calendar, would I just turn off
those reminders and just then kick it off to you to run the
DRIP sequence? Yeah, so, so like Calendly has
(13:00):
SMS reminders, but one that's a number they share with all their
customers, right? So it's happened before I booked
something. I'm like, I booked a meeting
with another company four monthsago, right.
So that's a shared number. You don't really own the number
and it's just a reminder. So if someone replies back to
the text, you don't have it. So what we say is, hey, own that
relationship. So fill out a form, whether it's
(13:23):
HubSpot form or meetings form orCalendly, then send a text
message and you can build it into sales message as a campaign
or workflow or build it into HubSpot Zapier however you want
to automate that. Right.
So is the one of the benefits then the a it's two way, right?
Because like you said, if I reply to that calendly, I won't
(13:43):
get anything. But it's also, you know, I'm
working with a local company. They've got 4 sales reps and
trying to put systems in place. They're they're sporadically
using go high level. So and all the, all the sales
people are contractors. So they're on their own.
They bring in their own laptop, they bring in their own cell
phones. And so they're having
(14:03):
conversations on their own. So the company has no insight
into what the heck's going on. So you know, is sales message,
should it be like in that case, would they enter the lead into
go high level or is there like aACRM component to sales message?
Could they put a new contact into at the sales message and
(14:26):
then start corresponding there, you know, over mobile?
And then does that, does the history get pushed into go high
level or HubSpot? So managers can see and coach
and and know the history of the dialogue with the prospect.
Damn it. First we've got lawn mower
(14:47):
blower guy. Now the interwebs is the world.
Are they conspiring against it? Is this the matrix?
Is this Elon trying to shut us down?
This is what happened in Portugal and Spain.
It's happening here. Yeah, I've only seen a little
bit of that, that like the wholegrid, did it go down or like it
almost went down? I do not know.
Yeah, I do not know. So anyway, yeah, it's giving
(15:08):
that that use case right of individual reps, you know, cuz
it's, it's hard to consolidate, to develop processes,
consolidate them, keep your finger on things cuz it's
everybody's moving fast. Like I'm helping my son right
now we're selling this huge 9 by12 inch postcard to advertise
he's in real estate. So I've been helping him like we
(15:31):
had a printed newsletter and we sold ads And so that paid for
his, his marketing, right? He went door to door, passed
them out. Now we're doing postcards, we're
selling ads. So now he's reaching 10,020
thousand homes each month for free.
And we're actually making money doing it.
But as I develop, I'm like on the fly.
I'm making products, pricing pipeline with stages.
(15:53):
I'm creating lists, you know, there's multiple lists.
Somebody is a, is a postcard prospect.
Well, now they're going to be a postcard customer.
And then the week I got to create pricing for one time
versus repeat pricing for, you know, giving creating units.
So you know, 1 unit is 10,002, units is 20,000.
But then there's other things that we got to create because
(16:16):
then we're going to be in surrounding cities.
So do I make different interestssubsets for there?
And if you've never done it, like it's daunting, right?
And then I'm going to, I'm including bonuses, you know,
that we're having hosting a dinner each month for the
advertisers. I'm, I'm letting them
participate in the inner circle.So now I've got to kick off the
inner circle sequence, you know,but not too soon.
(16:36):
So I don't want to confuse them.So I mean, there's a lot so I
can see, you know, a business owner saying just make calls.
I just reach out to people. Here's a list.
Reach out to them. Oh, hey, boss.
Yeah, we need, I know you, you're paying hundreds or
thousands for this CRM. Oh, now we need another $100,
two hundred dollar, $300.00 SMS package.
Oh hell with that. I mean, everybody is swamped
(16:58):
with tech that they're not usingor certainly under using.
Yeah, I would say it's more the latter, right, like the under
using of it. And so, yeah, I mean SMS is
simply the way to engage, right.So everything that you're
mentioning from a sales process,right.
So I'll give you a good example.So newly comes in, you know,
(17:19):
you've got, let's say reps, right?
You want a round Robin that leadto the Rep and well, how do you
automate SMS as coming from thatindividual?
So one of the things that we have is sort of send as contact
owner. So as owner, right?
So hey, send that. Round Robin, make the owner, you
(17:40):
know, give it half a second. Yep yeah, merge fields, blah
blah blah. Text goes out.
Oh, here then. Here's a task check on new lead.
Yep, Yep, you got it. So you know, being able to
automate that, right. You know, your question earlier
was like, how do you do that in Go high level?
So like sales message doesn't have a go high level
integration, right. Our other company, you know,
(18:02):
called it does, it's quite good.But somebody comes into an
automation, right? They fill out a workflow, missed
call automation, whatever it is,go into that workflow and then
you can start to if then and automate those texts.
So create a contact, send a textmessage, MMS, you can do a voice
memo, right? You can essentially send out
(18:23):
this rich text message, right? If we go back to sort of the RCS
idea, so sales message does, youknow, text messaging, it does
MMS, right? MMS is media so a GIF image,
PDF, audio, video. So you can do all the different
media types in sales message so.Art, what are you saying for opt
(18:47):
in rates, you know, cuz back in the day you just, you just got
their e-mail. People would not give you their
cell phone. Are people more comfortable
giving their cell phones? Do they even prefer to give
their cell phone? You know, cuz it's, I always
tell people that the more info you ask on a form, the fewer the
people that are going to do it, but the higher quality the leads
of those that do. So do you do like a 2 step, you
(19:08):
know, because I do that a lot, you know, say first name,
e-mail, boom. Now take him to a thank you
page, maybe give him a little bonus egg.
It's your last name, cell phone and you know, company name or
whatever. So at least I've got their
e-mail and can drip on them. So like what are you seeing for
a best practice to get their mobile?
Yeah, I mean, right, like any marketer is going to say, well,
the more information you ask, the less the conversion rate.
(19:32):
You know, we ran a split test the other day and the idea was,
hey, if we were to collect Gmailand free e-mail addresses versus
company addresses, what what is going to convert better?
Now obvious the answer is the test was, hey, which one's going
(19:52):
to convert better? So as it turns out, well, free
emails did. But when you actually looked at
hey, did that actually turn intocustomers?
The answer was no. Yeah.
So that's. Turned off free.
Right, same. And so that's really the end
goal of what we're looking at. So is a lead that is going to
(20:13):
give you just an e-mail going toconvert into a customer better
than a lead that gives you an e-mail and a phone number.
And so that's the optimization. So and that's really the test.
So in our experience, again, what are you doing with that
phone number? Because if someone gives you an
e-mail, that's your only mechanism for communication.
(20:35):
So that's your, you're only going to be able to e-mail them.
However, if you open up the second channel, which would be a
phone, you can call, you can text, right?
And, and to move that conversation a lot faster.
I don't have any direct data to share with you, but in our
experience, right? And what we have seen is
(20:57):
companies that are using text message as a way to engage,
they're seeing a 4050% response rate from those texts.
So the response rate from e-mailis not that, the response rate
from text message is that. So if you want to engage, right?
If the goal is an engagement to get a conversation going, a
(21:18):
phone is really going to do that, right?
And so you can split test that. So hey, if you just want to get
e-mail as a lead, great. Maybe on the second step you go,
hey, we'll text you that PDF. What's your text?
You know, what's your phone number?
So, you know, provide some sort of opportunity or reason why I
think we talked about this last time, but like, what's the
reason why to give you their cell phone and what are they
(21:41):
going to get in exchange? Are they going to get a whole
bunch of spam texts and calls orare they going to get some sort
of, you know, free report or, you know, some sort of other
mechanism or benefit to give thethe phone?
So I mean, that's what we've seen is people just they, they
preferred SMS versus a, you know, sort of an interruptive
(22:02):
phone call. Not that calls are bad, it's
just it's interruptive and you know, the stats towards that are
not as pleasant as just a passive sort of response to a
text. Right.
Are you, you have any experiencewith calls like any of your
customers like you know that's text 3 times and call on day
(22:22):
four or something, You know, arepeople having success with that
or even calling sooner? Yep, Yep.
So you know, this gets to this whole idea of speed to lead.
So new lead comes in, right, wait, delay for 30 seconds, a
minute, whatever it is, but get that immediate text message out.
That's that's automated, right? Typically, if you want to get an
(22:42):
engagement, ask a question, people are going to respond to a
question versus statement, right?
And so at least you can get thatinitial text out.
And then you know, if you have calling, right, we do calling as
well. One of the cool features that we
have is it's launching soon, which is this whole idea of
speed to lead. So how about if you were to just
(23:03):
automate a new lead comes in, hey, it pops up on your sales
reps website and all they have to do is call.
And then so now you get into this, you know, how do you
engage within the 1st 15 minutes, right?
We all know that those leads will rot over time.
And so how do you proactively doing it versus waiting for the
Rep to do it? And which we all know, I mean,
(23:25):
they're going to lean into allowing that time to delays.
You know, that is obviously reaching out to people as as
fast as possible, but the truth is is most people aren't calling
immediately right after a new lead comes in.
So how do you automate people are afraid of?
The phone, the younger generation, they're terrified of
(23:47):
the phone. That's crazy.
That's crazy. Well, they, no, they, I'd
literally, I'm working on a bookcalled Please Date My daughters.
I've got five daughters. I've got a junior.
She's 17. She just went to prom with a
bunch of other girls. No dates, you know, and these
girls, they're beautiful. They're athletes, you know, I'm
like, why are you all single boys have no game?
And I think it the gaming generation, the iPhone, iPad
(24:10):
generation, COVID locking everybody up, me, everything,
all that combined. You know, the iPhone, I was
watching that the first Daniel Craig James Bond last night,
Casino Royale, right, So it cameout in O 6.
I mean, so that you know, they're filming and I the iPhone
didn't come out till O 7. You know, so the iPhone is 18
years old, you know, so we take this stuff for granted.
(24:32):
Amanda as her kids. Yeah, I mean, I got kids 2811
and so they grew up with iPhones, but they grew up
gaming, you know, stay at home, throw your headset on, immerse
yourself into this world and like, whoa, like you're a real
person. What do I do?
Like, they literally they so. Oh, now I have to talk to some.
(24:53):
No, no, no, it's rough, man. I mean, companies, I'm telling
them you better standardize somestuff, your communication, you
know, and you better train the hell out of these people because
they you got to ramp them up. They there's no interpersonal
skills. It's insane, but it's reality.
Yeah, yeah, My kids are 9 and 11, so I've got a little bit of
(25:14):
time, but. Have them have them set up some
ice, some ice cream or a lemonade stands.
Have them talk to people man. Give them some Flyers to go door
to door go. You can't come home till you
sell a new sales message account.
Yeah, yeah, yeah. They've been selling coconuts
and. There you go.
(25:35):
They've been pretty successful with it.
It's been pretty cool. Where are you getting coconuts?
In our backyard right back here,we've got some.
Oh, that's bad. Tropical Florida Man.
Yeah, well, I've got a lemon tree.
I got a Meyer lemon tree, that thing we get hundreds of lemons.
And then I got a pomegranate, I got a Peach.
And those have been spotty. Like we had like a lot of rain
(25:55):
couple years ago, so a couple ofmediocre seasons.
So fingers crossed for this year.
Yeah, that's cool, man. Yeah, get them.
Get them engaging with people. It's so important.
Yeah. So, OK, so let's say let's let's
be specific, right? Somebody's got HubSpot.
They can be whatever HubSpot keep go I level whatever you got
(26:16):
your CRM, you got your web form.So it's on the website.
Like what are you saying? Like where do people start?
Is it is it a generic contact us?
Is it, Hey, schedule a, a free demo, you know, speak with an
agent. Is it, you know, opt in here,
get my guide, you know, 7 deadlysins of of text messaging.
(26:37):
Like what? What's a good way to start?
And I. And again, we're assuming B to
B. Like I'm on my favorite Mexican
food. I get their text every day.
I'm like, bring it on. Hey, tacos, we're hitting it.
Yeah, but I'm not on a lot of B to B texting.
Yeah, you know, so so the way that.
Scenario. Yeah.
So we have a framework, it's called Textize Your Business,
(27:01):
right? And the idea with this is, you
know, every business has the same life cycle.
I know we talked about it before, but like, you know,
Fusionsoft had the perfect customer life cycle.
So we have Textize Your Businesssort of life cycle.
And so there's four parts. So you have like capture,
connect, convert and care. And so the thing to realize with
(27:22):
messaging is. It's you have a little heart,
the care. Yeah, we should actually, I
think I think we do actually. And so, you know, the idea with
this is all right. Well, where in my business,
right, because every business needs to capture leads, connect
with them, convert them and carefor them, right.
So where in your business can you quote UN quote text eyes it
(27:42):
or add texting? So great example.
Hey, go to your website, run an audit and say, hey, do any of my
web forms, am I capturing a phone number?
So I have a contact form, I'm capturing a phone.
Or am I doing anything with them?
No. OK, well, let's do something
with that. So rather than just get an
e-mail notification, put them into a workflow.
(28:04):
Well, one like let's text them and then start that
conversation. Hey, thanks for filling out
contact form. Hey, are you mostly interested
in, you know, residential or commercial real estate or
whatever it is, right? So just sort of grease the
shoots. Hey, thanks for filling that
out, right. What are you seeing though, like
yourself, if you have access to this for your clients, you know,
beat it. But let's say I'm selling
(28:25):
marketing. Let's say I'm selling, you know,
cybersecurity. I mean, what, what does the
decision maker at a good sized company?
Like how, what do they fill out?Is it a contact us?
Is it a demo? Are they, are they downloading
white papers and case studies, you know, and do they want it?
Do they want it as a as an SMS? Like if somebody, if I go to
(28:48):
somebody's site and go, go give us your cell phone and get this
guide. I'm like, I'd rather use my
hidden e-mail address. But then all right, you take
that away from me. I mean, I guess I could text and
always block it later if they'reabusive.
But I mean, are people just opening up more to cell phone?
Like, yeah, here, here's my cellphone.
Yeah, no, because I mean, we, we, we protected with our lives
(29:12):
ten years ago even maybe maybe before COVID even I think COVID
like things kind of pivoted. Yep, Yep.
Did you see that or was? That accurate?
I mean, most of the BDB websites, right, like to go fill
out any demo request form, right?
They're going to ask you for a phone number.
So if you're, you know, a case study form, right, maybe you
(29:34):
just want an e-mail address, right?
If your blog subscribe is just an e-mail address, right?
So the, you know, it needs to match sort of the outcome or the
expectation. So if you're going to go through
a demo, I want your phone numberbecause I want to call you.
I want to, you know, it's a different quality lead.
So, so for us and, and what we see a lot too is any of these
(29:58):
sort of higher level B to B. You have a web form, you have a
demo request form, you're already asking for it, right?
So where? So again, for any business
that's listening, hey, where areyou already asking for the phone
number? You already have that asset, but
what are you doing with that asset?
Well, now you can actually do something with the asset, use it
as a text message channel, right, to engage with people
(30:19):
because the whole idea is engagement, right?
A new lead comes in, right? You get a, you call, they don't
pick up and now you're sort of playing phone tag and doing this
whole thing. So what we say is just, hey, if
you're already collecting it, well, now you can use it in your
business as a way to engage withthose leads and customers.
So a check out form, you're already asking for a phone
(30:40):
number. What are you doing with it?
Right? Well, why not turn it into an
asset in your business? And most people aren't.
So they just, they have it, they've collected it because
that's what you do, but they haven't really activated it as a
way to engage and drive revenue.So let's say I've got my form
and it's a case study or whatever and first name, e-mail,
(31:02):
cell phone, it goes into my HubSpot.
Do I then hand it off to sales message and and let sales
message start the drip sequence of texting?
And is that pot, is that populated in my activities
column? And and I guess there's a an API
or a native integration like if somebody that can trigger the
(31:23):
next steps of my workflow. Yeah, totally.
So we obviously integrate to HubSpot a lot of these other
tools. So with HubSpot, you know, you
just have that trigger, which isa web form, right?
And then you set a delay, like aminute or whatever, and then you
just say send sales message, text message, type it in what
the text is, what's the outboundnumber, right?
(31:44):
What phone number it's going to go to.
And it's as simple as just sending it up, right?
Like it's A and it's all built into HubSpot.
We do have campaigns, we have workflows, but if you use
HubSpot, cool, you can use HubSpot to do that to cut out
all. Right.
We're going to get through this.I'll leave it in or edit, I
don't know. I'll go back and listen, but so
walk me through that again. So they opt in and then is it,
(32:08):
is it a native integration with with HubSpot and and the other
big guys? Yeah, HubSpot, Salesforce,
Pipedrive, right? Yeah, all the major platforms.
Do you have like playbooks or templates that they can it'll
jump start their their interaction, yeah.
We've got a bunch, you know, a bunch of campaigns, we've got
templates, we've got like AI agents you can set up, so like
(32:31):
an AI booking agent. So we've got a lot of these sort
of pre built systems inside the inside the pop.
And do you have any results studies on because I've always
said multimedia multi step. You know, you've got your, your
4C's, I've got I've got my cycleof life and it's ABCDE, right?
So you attract, you bond with them, right?
(32:52):
Multimedia, multi step, phone call, e-mail, text, social
media, direct mail, whatever. However, you can reach them,
convert them to a customer rightthen you deliver, you delight,
then you endear yourself to them.
Now they like you. Now they're back to the
attraction phase. They buy again, they give you
referrals and testimonials and the attraction it gets faster
and faster and faster. So have you have experience with
(33:13):
multimedia? You know, text them.
Boom, all right, e-mail and, andI get is it going to bounce back
and forth? So you'll send the you'll send
the text, but then it goes back to HubSpot.
Hey, send an e-mail back and forth and then there's triggers
off of that based on action or inaction.
Yeah, I mean the same from like go high level, right.
So like send an e-mail, send a text, wait 5 minutes and wait a
(33:34):
day. You know, it's just the same
sort of same sort of setup. So we're the ones that deliver
the text message, right. So if you then need to manage
the conversations and you know have all the the information and
in sales message like it's out there, yeah.
And something like HubSpot are, are they not two way
conversations and that's why they would go integrate with you
(33:56):
instead of just using the nativeSMS?
Yep. Yeah.
So I mean, HubSpot has texting, but again, it's very light.
It's just one way text. So ours is a more robust
platform to manage at scale. Yeah, because you need that
history, you know, for coaching,make sure you're not over
promising something, whatever. Because everything salespeople
(34:19):
keep, they want to keep all their data.
So companies have to be smart enough, you know, either
bludgeon their people or whatever.
Just don't give them a choice. I mean, they can of course
always do whatever what whateverthey want on their own phones.
But if things are starting from their their own business line,
then at least you've got that history.
So then, so I've got my phone, Igot a HubSpot app.
(34:43):
Do I also have a sales message app?
Like if I'm mobile, how am I receiving the communications?
You know, if I'm out and about, how am I getting these and how
am I sending them? Yeah, we got, we have a mobile
app, right? So mobile app.
We've got a web app as well. So if you're on your desktop,
you can send texts, or if you'reout and about, you can download
(35:03):
our mobile app and respond to those texts, make calls.
So. So the company would just have
to make that the standard operating procedure, right for
their field wraps. It's like don't call, don't text
directly call from the app. Yep, exactly.
Yep. And then everything that's
logged to the CRM and yeah. But it would have to be the
(35:24):
sales message app, right? Because I've got a, I've got a
HubSpot app that's very good. But for it, for text, I mean,
just like my, my desktop, I've got WhatsApp.
I got WhatsApp on my phone. So I just, I just hop over there
to do the business correspondence.
That's it. Yeah, OK.
Yeah, I mean, that's fair enough.
It's everybody's accustomed to apps now, right.
I mean, good grief, I got all these things open.
(35:47):
I'm on some telecom and one of the things that a signal on my
I'm not opening those. I'm sorry.
I'm I'm apartment out. Yeah.
But I've got, I got plenty. But eventually you're like,
yeah, I don't want another channel.
I know that in. Business you, you got to
standardize it or, you know, like it or not, sales people are
humans. Eventually they're going to rob
you blind if you let them. So you better be monitoring what
(36:09):
and controlling what they say and how they say it.
So I imagine if people go to your website, there's a form for
them to give you their cell phone number to to do a demo or
a trial. You got it.
There better be. There.
Is get to their website OK? Mail us a letter.
Here's our address. Yeah, yeah, yeah, I know.
I mean, we've got a web form, they can request a demo.
(36:32):
We capture their phone, we send them a text.
Yeah. We use our own stuff, man.
Eat our own dog. Food and then like does every
message have the old opt out so they know it's coming from a
machine? Yeah, not every message has to
include it. Sort of.
That initial text has an. Initial for sure.
Yeah, yeah. Then you're good to go.
(36:52):
Then you're good to go, OK. And are there file size limits?
Because I know you're saying nowit's, it's MMS like what
shouldn't be sent, you know, a 2hour movie, you know, like what?
What's practical? Keep the text as short as
possible, right? Yeah.
I mean, if it, if it makes sense, yeah, people do it.
I mean, right, Like most people are sending a text and then you
(37:14):
have, you know, version of them are going to send an image and
then you've got all the other media, right?
It's like image and then video and audio and PDF, right.
So it's a small percentage. If you do need to deliver APDF,
you could do that, right? But it's a small percentage of
people, yeah. And that file like the PDF, am I
uploading that to sales message or is that a doc in my you know,
(37:38):
HubSpot has files, each file hastheir own URL.
It can be public, it can be no index.
So is it just linking? OK, so they would put it on your
platform and you would deliver it.
Yeah. OK.
Or they could include a URL, right?
Because like what I do, what I do is when somebody option for
(37:58):
something, I don't send that thing.
I send a link to that thing. And I don't take you to a
landing page with that thing. Because I, I test this all the
time. I'll put phony number, phony
e-mail just to see if it takes me.
And a lot of times it does. And so now I, I get, I get the
info I want it and they don't have my info.
But I say, hey, OK, thanks. Check your e-mail, you know,
check your text because now I send the e-mail.
(38:20):
But even then you don't know opens aren't totally accurate.
So I'm like, click here, it's a big file.
I don't want to get gunked up. So because now a click is
actionable, right? I can track that in my platform,
then take the next steps. So are you you doing something
similar? All the above, man.
You just got to see the product,you know?
Like you got to see it all. You do all of it.
(38:40):
And then you realize that you can do all that stuff.
Yeah, but you could do that, youknow, short URLs, track clicks,
all the all the fun stuff. Yeah.
But yeah, yeah. Yeah.
Very cool. All right, well, I'm gonna put a
lake. And have you run into any
frustration with the shortening of the word message?
(39:01):
I have. What do you think the
frustration is? Well, because people spell out
the full word like I I've been rebranding as Fixer Wes because
after 1718 years I'm like peoplecan't spell the sales whisperer
cute name and they misspell it. So I'm like Fixer Wes and that
just redirects to West Shade. I'm just rebranding as myself
now. I can you mention Tony Robbins.
(39:22):
It's like the sales whisperer became synonymous with
Infusionsoft and the CRM guy. And that was never my plan.
It just the way timing worked and I found opportunities and
ran with it. But it's like you don't go to
Tony Robbins and say, hey, should I buy Salesforce.com for
my business? You know, so I'm like trying to
brand W Shaffer as, you know, the Gray haired guru, you know
(39:45):
what I'm saying? But yeah, they misspelled the
sales whisperer. So they do.
They misspell sales message. Yeah, yeah.
People put, I mean it's salesmessage.com, but sales MSG,
that's what the logo chose, right?
Yeah. And why did you do that?
What was the rationale? Good question.
So originally was sales MSG and you know, we have the domain
(40:06):
sales message and so we just sort of said, hey, let's just
keep it as sales MSG even thoughwe have sales message.
So yeah, you know, we should change it or do something with
it, but yeah. Well, I mean, you're known now.
Did you ever toy with like salesSMS or sales MMS?
No, not really, though. I mean, you know, The funny
(40:26):
thing it's got. Yeah.
The funny thing, it's got sales.It's got SMS in in the middle of
it. Yeah, Yeah.
So maybe. Make that capitalize the other
smaller. Maybe.
Yeah, yeah. Yeah, well, well, cool, cool all
these. Things to figure out.
OK, well look, so every eight years we're going to meet and I
(40:47):
expect hot air balloons, sky riding, the release of pigeons
and doves in eight years. OK, let's do it.
I'm game. And no.
And no gardener and a stable Internet connection.
Is that too much to ask? I I it's a lot.
It's a lot. I'm trying.
Awesome. Good stuff all.
Right. And so after eight years, all
(41:07):
right, I expect you're going to go back to short hair and clean
cut, right? Maybe.
Maybe, I don't know, we'll see. Hopefully, hopefully not be bald
by then. But you never.
Know, dude, no, you got the widow's peak.
I learned they say if you got the widow's peak, you don't go
bald. OK, I'm lucky then.
You ever heard that? I have not, no.
That's the first time. Yeah, they got the straight
(41:30):
hairline. They're probably going to lose
it. Yeah, it's all it's all
genetics. Blame it on your mom's dad.
That's what I've heard, too. It comes from the father on your
mother's side. All right.
We shall see. Awesome.
All right, Chris Prasad back in the house.
Thanks for coming on, man. It's good catching up with you.
Thank you, Wes. All right, man.
And have a good one, Joe. Hey, I hope you liked that
(41:50):
episode. Reach out to Chris, reach out to
people that I have on the sales podcast and on the CRM Sushi
podcast. They are always real people, OK.
And after all these years, the the contacts I have that I can
reach out and 90% of them reply to me within the hour, 9% the
(42:16):
same day, maybe 1%. Well, if they don't respond,
it's because they're busy. But you know, had a guy
yesterday reply immediately, he's at the airport heading to
the Middle East for some charitywork.
So we got to bring these people on to give you real insight into
what's working, what does it, why, where's it a good fit.
And like I said, the beginning, this one is unique because we
(42:37):
didn't get under the hood. But I don't think you need to.
Chris is a solid guy. The the platform has been out
for about 8 years rooted in and its foundation, you know, going
back nine years. And even that was built on
another foundation. So I mean this is a solid tool
that has proven its worth over many years over many platforms.
(42:57):
So you know talk with guys like this.
Yes, there are pros and cons everything right and having the
features built in like I was saying with HubSpot, with Keep,
they have SMS, they have all these different things, but
sometimes it makes sense to havebest of breed.
The other thing, it makes it easier to switch if you ever
(43:19):
have to switch when you're goingbest of class, when you're using
an automation engine at the core, but then using best of
class around it. So and of course you never want
to quit. I've been using my Infusionsoft
since 2008, but I have used other tools.
The HubSpot is my main tool day-to-day.
I use Nimble. I support customers on go high
(43:40):
level sometimes in Salesforce. Most of the tools you can ramp
up pretty quickly if you have any kind of experience.
But you know, these tools are sticky and by design.
And sometimes it's not always a good sticky.
So if something is frustrating you and your technology, figure
out how to replace it, right? Even if it's more expensive, you
know, within reason, but having best of class, things are so
(44:04):
stable now, right? The APIs and at least these
tools have native integrations. They're so stable.
But to have that best of class, gosh, I sleep better at night.
You know, it's just worth it to not have the headaches, OK?
So check it out. Give Chris a call, tell him you
heard about him here and he willtreat you right.
(44:26):
OK, Again, if you need help, check out the CRM quiz, CRM
quiz.com. It's free.
There's a link at the end to my calendar.
If I can help you with you want to pick my brain, I've got a
free tool now on my homepage. You can book a time and we'll
record it and that I will share that content, right?
Or you can pay me for it when we're done.
But I'm offering that, you know,I want to help you grow, so give
(44:50):
me a chance to help you grow, all right?
It'll be affordable. I promise you it'll for sure
have a positive ROI, even if it's reassuringly expensive.
OK thanks for watching. I'll go sell something.
Hey, after eight years, I've gotChris Brisson back on and to
talk about sales message. I just had him on the sales
podcast caught up with him episode 713.
But eight years ago May it was funny.
So we did this on May 1st, 2025.It was May 2nd, 2017 had him on
and and sales message was brand new.
(00:22):
So we got into the history and, and where things are today,
where they're heading. So this is a little bit
different for the CRM Sushi podcast.
I usually have founders demo their software, but he offers a
demo anyway. And so we got into the use
cases, right. I want you, I'll link to my my
process before login. You know, I've had that for
many, many years, 12 years. I don't know it going back to
(00:44):
maybe as early as 2010, certainly by when I had my
office, which is a short time. I got a picture of us doing this
with a client around 2013. So it's been a minute.
And I call it process before login.
And the the concept there is youneed to document your processes,
your current processes and your ideal processes before you log
(01:04):
in. It's like making a grocery list
before you go to the grocery store, right?
And don't go to the store when you're hungry because you buy
crap. But anyway, I want you thinking
through the scenarios. How could you use this software?
And I asked him straight up, youknow, because I've got HubSpot,
I've got keep, I've got clients that use Go high level.
(01:26):
We can send messages, SMS from those platforms.
So what is the benefit of havinga third party tool?
I like his answer. And so I want you to listen to
it and ponder this and think through how you know what, what
are your use cases? How can this work for you?
And because the software, you know, the gooey like, I really
(01:48):
don't care and you shouldn't either.
And and we had fully intended todo a demo, but we just got into
things and I mean, had a good long talk about the pros and
cons of different tools and whathe does.
We had some technical issues with his Internet.
So you may see a glitch here andthere had a tough time.
He had to tell his gardener stophis microphone was picking up
the blower. But regardless, smart guy, you
(02:10):
know, been in this space going back to before 2016, yet had and
still has another company we talked about.
So this was a a spin off of that.
So he's been in this lane for a while.
And so you're in for a treat. OK, if you need help picking out
the tools, check out CRM quiz.com.
(02:30):
It's my free tool for helping you determine, you know, which
one might be best for you. And there's a link from there to
my calendar, and we can talk through your scenario and we'll
figure out what's the best path for you.
OK. So thanks for tuning in.
Let's bring on Chris. Chris Brisson after eight years,
returns to show U.S. sales message.
(02:52):
Welcome back to the CCRM Sushi Podcast.
Yeah, I'm good. I'm good.
Look, I've got a couple Gray hairs.
I know dude. Welcome.
Look at that dude. I got them here.
I got them here, yeah. Yeah, so we caught up last week,
had you on episode 713 of the sales podcast and realized your
your software probably changed alittle bit in in eight years.
(03:15):
And so we figured we'd take a look at it, right.
So I've it was ironic. So we're doing this May 1st,
2025 and you were on first time.If I can find all my tabs, it
was May 2nd of 2017. You said like you had even
launched. Maybe you're launching right
around then? Yeah.
(03:36):
I mean I did a webinar at in October of 2016 to pre sell the
idea of of sales message. So it was just an idea in
October and then we really brokeground I want to say December,
right November we like started building it.
So we didn't have a product I think when we spoke.
(03:57):
I don't know, but 2017 was. That was the early days, man.
So the title back then it was. We called it Gmail.
Gmail for SMS. OK.
How sales message is Gmail for SMS?
Yeah. So what the heck does that even
mean? Well, I think the idea was the
(04:19):
same way that you send emails over Gmail is you can do that
now for text messaging. So kind of like an inbox, right?
Which actually, I mean, the ideasort of stands still true
because you know, more and more people today are getting texts.
And so how are you managing those text messages?
(04:40):
The same as e-mail, right? So in Gmail, you're managing it
through Gmail and having all thetools and all.
These job taxes, they're all your fault.
I just forward them to you. A part of the system, my friend.
No, I mean it's come a long way,right?
So back this is 2017. You know, I've been in the
messaging business for a long time.
So most people were just using as a sort of one way tool,
(05:03):
right? Hey, I'm going to send mass text
messages this one way notification.
There was no two way SMS platform out there.
Maybe there was. I mean, there's early signs of
that. And so sales message, the idea
was, hey, this is the platform for a conversational two way
texting. So you have an inbox, right?
(05:23):
You have your messages that comein and you can manage those
responses the same way as if youwould do it with Gmail.
So right, there you go. So I recently learned like some
of these platforms, I was working with a client that has
go high level and they were sending from there.
But these messaging platforms like when you go to an iPhone,
(05:44):
they don't show up as blue. So is there a way around that or
that just the nature of the beast?
Yeah, so Blue messages is imessages which is owned by
Apple, right? So that's why Android's always
been green is because, well, Apple is like, no, we own
imessages. We want to control that
(06:06):
mindshare for a customer, right?So when you get a blue text, you
know, hey, that's Apple. So for the longest time, right,
Google has been trying to unify the messaging, right?
You ever get into a text group and that person in the text
here, but the ring texts can't send a picture.
There's that one, right? So Apple knows that, right?
So they held on to that mode fora really long time.
(06:28):
So it's called RCS, right? So rich communication, whatever.
And so the idea with that is like, hey, look, you can't
really send, you know, the same rich texts as you would on I
messages versus on Android. And so RCS is sort of this
unification. So if you updated your phone in
the last couple of months, now when someone types, you could
(06:49):
see it on Android, right? You can see it on your iPhone,
right? When someone sends an image, now
the image actually comes out as not this little tiny little
thing it comes. Out Apple had to change some of
it so it's rich communication services, so our CS.
Yeah. So it's designed to replace SMS
and MMS with a more modern, engaging messaging experience.
So is that a protocol? Does Apple own that?
(07:13):
Did they invent it? Like I don't, I don't understand
what they released. Yeah, to let go of, I don't
know. That yeah, so, so Apple, right?
So imessages is their own sort of messaging entity, right.
So it's like what's? Crypted, right?
Yeah, but it's their own encryption blah blah blah.
Yeah, yeah. But why?
But is it a different protocol Like I remember back in the day
(07:35):
like Sprint was what CDMA and others were.
I don't even know that GSM or I forget but like.
Getting getting nerdy now. Man, I, I sold test equipment in
that space for years. I sold millions.
Google was a client. I mean, I, I was deep in that
stuff for years. Yeah, fortunately I'm, I'm, I'm
forgetting it because I've been out for over a decade.
(07:57):
So it's good. I'm forgetting.
Yeah, well, over a decade. So is it like that they're just
different messaging and then they just kind of all rose up to
the yes, whatever LTE and above.So now everything's kind of
unified that kind of. Pretty much, yeah.
Now Apple sort of their last release, whatever it was in
October, so that now we're goingto have, they didn't call it
(08:18):
RCS, they just called it better messaging, right.
So anyhow, what that means to businesses, right.
So RCS is a separate protocol. So you know how I'm like trying
to think of the unlike Facebook,you could do those little chips.
So like, hey, you know, click yes or you know, click this.
So RCS is a richer experience. So it hasn't really taken hold
(08:42):
right from this rather than typing yes to clicking or
tapping yes, That's what RCS is a whole separate thing.
But really what the blue messages you seeing it on go
high level? I I get those ads too.
They're basically just using I messages protocol.
So I messages has an API, Apple has an API that enables
businesses that are approved, right?
Not everybody can get it. And so you have to be approved
(09:05):
to use I messages, right? So you got to go through Apple's
approval process. They don't just allow everybody
to go. OK, so not everybody.
OK, so some some mass senders SMS platforms can deliver with
the Bluefield. Yep.
So like we're, we're going to bedoing it right, which will
(09:27):
enable businesses to use iMessage.
Now they have to go through the process of getting approved by
Apple, right. And you know, you got to go
through that process to get approved by Apple to then send
blue messages which go through iMessage.
So Needless to say the the fun parts of messaging, but soon
you'll be able to send blue messages right cross sales
(09:50):
message. So I mean, we're going to look
under the hood here in a little bit, but you know, if somebody
has go high level, you know, youhave keep right, You can you can
text from within keep, you can text from more and more
platforms. I mean are are rolling it out.
You can do with HubSpot. Why does someone need another
(10:10):
tool if if their main tool has that capability?
Yeah. So HubSpot for example, right.
So HubSpot does SMS, but if you're like we work well with
larger growing companies. And so traditionally HubSpot
releases products they serve like an audience for a given use
(10:32):
case. Like HubSpot has HubSpot quotes.
I don't use it, we don't use it.We use Panda Doc Why?
It's got better functionality and so, you know, for the
businesses that are looking for,you know, more sophisticated
messaging platform with like AI and AI agents and lead
qualification and two way texting and shared inboxes and,
(10:53):
you know, team management and all sorts of more enriched
experience versus Oh yeah, I getoutbound a text, right.
So if you're just looking to outbound a text, sure, you know,
you can use the off the shelf one.
I know Go high level, you know, builds most of their stuff and
they've got a great product, youknow, and so you know, they
built a lot of that tech inside of their platform.
(11:13):
We actually did build an integration, funny enough for
call loop to be into Go high Level and so learned a lot in
that experience. And we'll integrate sales
message and Go High Level 2. They offer a lot of different
unique ways that we could integrate into it, But you know,
there's an ecosystem already. And so, you know, some
marketplaces will win and some marketplaces, it doesn't make
sense for us to continue building.
(11:35):
But like keep, for example, likewe built that integration years
and years ago and just that audience is not the audience
that we serve. Well, you can use keeps texting,
you can use our texting, but we're, you know, we, we work
best with like a Salesforce HubSpot, not to say anybody
can't use our platform, but. But bigger teams?
(11:57):
Yeah. Longer sales cycle, is it more
BI? Mean we serve both B to BB to C
So we work with franchises, you know, we work with Tony Robbins
and his team. We work with all types of
different businesses, recruitingcompanies, logistics, high
volume, low volume, right? B to B companies that aren't
integrating SMS into their own sales site.
(12:18):
Like we use sales message, right?
Because we do calling and we do texting.
And so part of that whole journey, we use texting.
New lead comes in, we text them,we engage with them, a meeting
is booked, we remind them right,we engage with them, that sort
of thing. OK, yeah, so if somebody, you
know, get HubSpot, I use their meeting links and I've used
(12:38):
Cowley in the past. Cowley has some SMS, you know,
they have e-mail reminders. HubSpot has e-mail reminders.
I don't think they have SMS reminders.
So like if I'm using their calendar, would I just turn off
those reminders and just then kick it off to you to run the
DRIP sequence? Yeah, so, so like Calendly has
(13:00):
SMS reminders, but one that's a number they share with all their
customers, right? So it's happened before I booked
something. I'm like, I booked a meeting
with another company four monthsago, right.
So that's a shared number. You don't really own the number
and it's just a reminder. So if someone replies back to
the text, you don't have it. So what we say is, hey, own that
relationship. So fill out a form, whether it's
(13:23):
HubSpot form or meetings form orCalendly, then send a text
message and you can build it into sales message as a campaign
or workflow or build it into HubSpot Zapier however you want
to automate that. Right.
So is the one of the benefits then the a it's two way, right?
Because like you said, if I reply to that calendly, I won't
(13:43):
get anything. But it's also, you know, I'm
working with a local company. They've got 4 sales reps and
trying to put systems in place. They're they're sporadically
using go high level. So and all the, all the sales
people are contractors. So they're on their own.
They bring in their own laptop, they bring in their own cell
phones. And so they're having
(14:03):
conversations on their own. So the company has no insight
into what the heck's going on. So you know, is sales message,
should it be like in that case, would they enter the lead into
go high level or is there like aACRM component to sales message?
Could they put a new contact into at the sales message and
(14:26):
then start corresponding there, you know, over mobile?
And then does that, does the history get pushed into go high
level or HubSpot? So managers can see and coach
and and know the history of the dialogue with the prospect.
Damn it. First we've got lawn mower
(14:47):
blower guy. Now the interwebs is the world.
Are they conspiring against it? Is this the matrix?
Is this Elon trying to shut us down?
This is what happened in Portugal and Spain.
It's happening here. Yeah, I've only seen a little
bit of that, that like the wholegrid, did it go down or like it
almost went down? I do not know.
Yeah, I do not know. So anyway, yeah, it's giving
(15:08):
that that use case right of individual reps, you know, cuz
it's, it's hard to consolidate, to develop processes,
consolidate them, keep your finger on things cuz it's
everybody's moving fast. Like I'm helping my son right
now we're selling this huge 9 by12 inch postcard to advertise
he's in real estate. So I've been helping him like we
(15:31):
had a printed newsletter and we sold ads And so that paid for
his, his marketing, right? He went door to door, passed
them out. Now we're doing postcards, we're
selling ads. So now he's reaching 10,020
thousand homes each month for free.
And we're actually making money doing it.
But as I develop, I'm like on the fly.
I'm making products, pricing pipeline with stages.
(15:53):
I'm creating lists, you know, there's multiple lists.
Somebody is a, is a postcard prospect.
Well, now they're going to be a postcard customer.
And then the week I got to create pricing for one time
versus repeat pricing for, you know, giving creating units.
So you know, 1 unit is 10,002, units is 20,000.
But then there's other things that we got to create because
(16:16):
then we're going to be in surrounding cities.
So do I make different interestssubsets for there?
And if you've never done it, like it's daunting, right?
And then I'm going to, I'm including bonuses, you know,
that we're having hosting a dinner each month for the
advertisers. I'm, I'm letting them
participate in the inner circle.So now I've got to kick off the
inner circle sequence, you know,but not too soon.
(16:36):
So I don't want to confuse them.So I mean, there's a lot so I
can see, you know, a business owner saying just make calls.
I just reach out to people. Here's a list.
Reach out to them. Oh, hey, boss.
Yeah, we need, I know you, you're paying hundreds or
thousands for this CRM. Oh, now we need another $100,
two hundred dollar, $300.00 SMS package.
Oh hell with that. I mean, everybody is swamped
(16:58):
with tech that they're not usingor certainly under using.
Yeah, I would say it's more the latter, right, like the under
using of it. And so, yeah, I mean SMS is
simply the way to engage, right.So everything that you're
mentioning from a sales process,right.
So I'll give you a good example.So newly comes in, you know,
(17:19):
you've got, let's say reps, right?
You want a round Robin that leadto the Rep and well, how do you
automate SMS as coming from thatindividual?
So one of the things that we have is sort of send as contact
owner. So as owner, right?
So hey, send that. Round Robin, make the owner, you
(17:40):
know, give it half a second. Yep yeah, merge fields, blah
blah blah. Text goes out.
Oh, here then. Here's a task check on new lead.
Yep, Yep, you got it. So you know, being able to
automate that, right. You know, your question earlier
was like, how do you do that in Go high level?
So like sales message doesn't have a go high level
integration, right. Our other company, you know,
(18:02):
called it does, it's quite good.But somebody comes into an
automation, right? They fill out a workflow, missed
call automation, whatever it is,go into that workflow and then
you can start to if then and automate those texts.
So create a contact, send a textmessage, MMS, you can do a voice
memo, right? You can essentially send out
(18:23):
this rich text message, right? If we go back to sort of the RCS
idea, so sales message does, youknow, text messaging, it does
MMS, right? MMS is media so a GIF image,
PDF, audio, video. So you can do all the different
media types in sales message so.Art, what are you saying for opt
(18:47):
in rates, you know, cuz back in the day you just, you just got
their e-mail. People would not give you their
cell phone. Are people more comfortable
giving their cell phones? Do they even prefer to give
their cell phone? You know, cuz it's, I always
tell people that the more info you ask on a form, the fewer the
people that are going to do it, but the higher quality the leads
of those that do. So do you do like a 2 step, you
(19:08):
know, because I do that a lot, you know, say first name,
e-mail, boom. Now take him to a thank you
page, maybe give him a little bonus egg.
It's your last name, cell phone and you know, company name or
whatever. So at least I've got their
e-mail and can drip on them. So like what are you seeing for
a best practice to get their mobile?
Yeah, I mean, right, like any marketer is going to say, well,
the more information you ask, the less the conversion rate.
(19:32):
You know, we ran a split test the other day and the idea was,
hey, if we were to collect Gmailand free e-mail addresses versus
company addresses, what what is going to convert better?
Now obvious the answer is the test was, hey, which one's going
(19:52):
to convert better? So as it turns out, well, free
emails did. But when you actually looked at
hey, did that actually turn intocustomers?
The answer was no. Yeah.
So that's. Turned off free.
Right, same. And so that's really the end
goal of what we're looking at. So is a lead that is going to
(20:13):
give you just an e-mail going toconvert into a customer better
than a lead that gives you an e-mail and a phone number.
And so that's the optimization. So and that's really the test.
So in our experience, again, what are you doing with that
phone number? Because if someone gives you an
e-mail, that's your only mechanism for communication.
(20:35):
So that's your, you're only going to be able to e-mail them.
However, if you open up the second channel, which would be a
phone, you can call, you can text, right?
And, and to move that conversation a lot faster.
I don't have any direct data to share with you, but in our
experience, right? And what we have seen is
(20:57):
companies that are using text message as a way to engage,
they're seeing a 4050% response rate from those texts.
So the response rate from e-mailis not that, the response rate
from text message is that. So if you want to engage, right?
If the goal is an engagement to get a conversation going, a
(21:18):
phone is really going to do that, right?
And so you can split test that. So hey, if you just want to get
e-mail as a lead, great. Maybe on the second step you go,
hey, we'll text you that PDF. What's your text?
You know, what's your phone number?
So, you know, provide some sort of opportunity or reason why I
think we talked about this last time, but like, what's the
reason why to give you their cell phone and what are they
(21:41):
going to get in exchange? Are they going to get a whole
bunch of spam texts and calls orare they going to get some sort
of, you know, free report or, you know, some sort of other
mechanism or benefit to give thethe phone?
So I mean, that's what we've seen is people just they, they
preferred SMS versus a, you know, sort of an interruptive
(22:02):
phone call. Not that calls are bad, it's
just it's interruptive and you know, the stats towards that are
not as pleasant as just a passive sort of response to a
text. Right.
Are you, you have any experiencewith calls like any of your
customers like you know that's text 3 times and call on day
(22:22):
four or something, You know, arepeople having success with that
or even calling sooner? Yep, Yep.
So you know, this gets to this whole idea of speed to lead.
So new lead comes in, right, wait, delay for 30 seconds, a
minute, whatever it is, but get that immediate text message out.
That's that's automated, right? Typically, if you want to get an
(22:42):
engagement, ask a question, people are going to respond to a
question versus statement, right?
And so at least you can get thatinitial text out.
And then you know, if you have calling, right, we do calling as
well. One of the cool features that we
have is it's launching soon, which is this whole idea of
speed to lead. So how about if you were to just
(23:03):
automate a new lead comes in, hey, it pops up on your sales
reps website and all they have to do is call.
And then so now you get into this, you know, how do you
engage within the 1st 15 minutes, right?
We all know that those leads will rot over time.
And so how do you proactively doing it versus waiting for the
Rep to do it? And which we all know, I mean,
(23:25):
they're going to lean into allowing that time to delays.
You know, that is obviously reaching out to people as as
fast as possible, but the truth is is most people aren't calling
immediately right after a new lead comes in.
So how do you automate people are afraid of?
The phone, the younger generation, they're terrified of
(23:47):
the phone. That's crazy.
That's crazy. Well, they, no, they, I'd
literally, I'm working on a bookcalled Please Date My daughters.
I've got five daughters. I've got a junior.
She's 17. She just went to prom with a
bunch of other girls. No dates, you know, and these
girls, they're beautiful. They're athletes, you know, I'm
like, why are you all single boys have no game?
And I think it the gaming generation, the iPhone, iPad
(24:10):
generation, COVID locking everybody up, me, everything,
all that combined. You know, the iPhone, I was
watching that the first Daniel Craig James Bond last night,
Casino Royale, right, So it cameout in O 6.
I mean, so that you know, they're filming and I the iPhone
didn't come out till O 7. You know, so the iPhone is 18
years old, you know, so we take this stuff for granted.
(24:32):
Amanda as her kids. Yeah, I mean, I got kids 2811
and so they grew up with iPhones, but they grew up
gaming, you know, stay at home, throw your headset on, immerse
yourself into this world and like, whoa, like you're a real
person. What do I do?
Like, they literally they so. Oh, now I have to talk to some.
(24:53):
No, no, no, it's rough, man. I mean, companies, I'm telling
them you better standardize somestuff, your communication, you
know, and you better train the hell out of these people because
they you got to ramp them up. They there's no interpersonal
skills. It's insane, but it's reality.
Yeah, yeah, My kids are 9 and 11, so I've got a little bit of
(25:14):
time, but. Have them have them set up some
ice, some ice cream or a lemonade stands.
Have them talk to people man. Give them some Flyers to go door
to door go. You can't come home till you
sell a new sales message account.
Yeah, yeah, yeah. They've been selling coconuts
and. There you go.
(25:35):
They've been pretty successful with it.
It's been pretty cool. Where are you getting coconuts?
In our backyard right back here,we've got some.
Oh, that's bad. Tropical Florida Man.
Yeah, well, I've got a lemon tree.
I got a Meyer lemon tree, that thing we get hundreds of lemons.
And then I got a pomegranate, I got a Peach.
And those have been spotty. Like we had like a lot of rain
(25:55):
couple years ago, so a couple ofmediocre seasons.
So fingers crossed for this year.
Yeah, that's cool, man. Yeah, get them.
Get them engaging with people. It's so important.
Yeah. So, OK, so let's say let's let's
be specific, right? Somebody's got HubSpot.
They can be whatever HubSpot keep go I level whatever you got
(26:16):
your CRM, you got your web form.So it's on the website.
Like what are you saying? Like where do people start?
Is it is it a generic contact us?
Is it, Hey, schedule a, a free demo, you know, speak with an
agent. Is it, you know, opt in here,
get my guide, you know, 7 deadlysins of of text messaging.
(26:37):
Like what? What's a good way to start?
And I. And again, we're assuming B to
B. Like I'm on my favorite Mexican
food. I get their text every day.
I'm like, bring it on. Hey, tacos, we're hitting it.
Yeah, but I'm not on a lot of B to B texting.
Yeah, you know, so so the way that.
Scenario. Yeah.
So we have a framework, it's called Textize Your Business,
(27:01):
right? And the idea with this is, you
know, every business has the same life cycle.
I know we talked about it before, but like, you know,
Fusionsoft had the perfect customer life cycle.
So we have Textize Your Businesssort of life cycle.
And so there's four parts. So you have like capture,
connect, convert and care. And so the thing to realize with
(27:22):
messaging is. It's you have a little heart,
the care. Yeah, we should actually, I
think I think we do actually. And so, you know, the idea with
this is all right. Well, where in my business,
right, because every business needs to capture leads, connect
with them, convert them and carefor them, right.
So where in your business can you quote UN quote text eyes it
(27:42):
or add texting? So great example.
Hey, go to your website, run an audit and say, hey, do any of my
web forms, am I capturing a phone number?
So I have a contact form, I'm capturing a phone.
Or am I doing anything with them?
No. OK, well, let's do something
with that. So rather than just get an
e-mail notification, put them into a workflow.
(28:04):
Well, one like let's text them and then start that
conversation. Hey, thanks for filling out
contact form. Hey, are you mostly interested
in, you know, residential or commercial real estate or
whatever it is, right? So just sort of grease the
shoots. Hey, thanks for filling that
out, right. What are you seeing though, like
yourself, if you have access to this for your clients, you know,
beat it. But let's say I'm selling
(28:25):
marketing. Let's say I'm selling, you know,
cybersecurity. I mean, what, what does the
decision maker at a good sized company?
Like how, what do they fill out?Is it a contact us?
Is it a demo? Are they, are they downloading
white papers and case studies, you know, and do they want it?
Do they want it as a as an SMS? Like if somebody, if I go to
(28:48):
somebody's site and go, go give us your cell phone and get this
guide. I'm like, I'd rather use my
hidden e-mail address. But then all right, you take
that away from me. I mean, I guess I could text and
always block it later if they'reabusive.
But I mean, are people just opening up more to cell phone?
Like, yeah, here, here's my cellphone.
Yeah, no, because I mean, we, we, we protected with our lives
(29:12):
ten years ago even maybe maybe before COVID even I think COVID
like things kind of pivoted. Yep, Yep.
Did you see that or was? That accurate?
I mean, most of the BDB websites, right, like to go fill
out any demo request form, right?
They're going to ask you for a phone number.
So if you're, you know, a case study form, right, maybe you
(29:34):
just want an e-mail address, right?
If your blog subscribe is just an e-mail address, right?
So the, you know, it needs to match sort of the outcome or the
expectation. So if you're going to go through
a demo, I want your phone numberbecause I want to call you.
I want to, you know, it's a different quality lead.
So, so for us and, and what we see a lot too is any of these
(29:58):
sort of higher level B to B. You have a web form, you have a
demo request form, you're already asking for it, right?
So where? So again, for any business
that's listening, hey, where areyou already asking for the phone
number? You already have that asset, but
what are you doing with that asset?
Well, now you can actually do something with the asset, use it
as a text message channel, right, to engage with people
(30:19):
because the whole idea is engagement, right?
A new lead comes in, right? You get a, you call, they don't
pick up and now you're sort of playing phone tag and doing this
whole thing. So what we say is just, hey, if
you're already collecting it, well, now you can use it in your
business as a way to engage withthose leads and customers.
So a check out form, you're already asking for a phone
(30:40):
number. What are you doing with it?
Right? Well, why not turn it into an
asset in your business? And most people aren't.
So they just, they have it, they've collected it because
that's what you do, but they haven't really activated it as a
way to engage and drive revenue.So let's say I've got my form
and it's a case study or whatever and first name, e-mail,
(31:02):
cell phone, it goes into my HubSpot.
Do I then hand it off to sales message and and let sales
message start the drip sequence of texting?
And is that pot, is that populated in my activities
column? And and I guess there's a an API
or a native integration like if somebody that can trigger the
(31:23):
next steps of my workflow. Yeah, totally.
So we obviously integrate to HubSpot a lot of these other
tools. So with HubSpot, you know, you
just have that trigger, which isa web form, right?
And then you set a delay, like aminute or whatever, and then you
just say send sales message, text message, type it in what
the text is, what's the outboundnumber, right?
(31:44):
What phone number it's going to go to.
And it's as simple as just sending it up, right?
Like it's A and it's all built into HubSpot.
We do have campaigns, we have workflows, but if you use
HubSpot, cool, you can use HubSpot to do that to cut out
all. Right.
We're going to get through this.I'll leave it in or edit, I
don't know. I'll go back and listen, but so
walk me through that again. So they opt in and then is it,
(32:08):
is it a native integration with with HubSpot and and the other
big guys? Yeah, HubSpot, Salesforce,
Pipedrive, right? Yeah, all the major platforms.
Do you have like playbooks or templates that they can it'll
jump start their their interaction, yeah.
We've got a bunch, you know, a bunch of campaigns, we've got
templates, we've got like AI agents you can set up, so like
(32:31):
an AI booking agent. So we've got a lot of these sort
of pre built systems inside the inside the pop.
And do you have any results studies on because I've always
said multimedia multi step. You know, you've got your, your
4C's, I've got I've got my cycleof life and it's ABCDE, right?
So you attract, you bond with them, right?
(32:52):
Multimedia, multi step, phone call, e-mail, text, social
media, direct mail, whatever. However, you can reach them,
convert them to a customer rightthen you deliver, you delight,
then you endear yourself to them.
Now they like you. Now they're back to the
attraction phase. They buy again, they give you
referrals and testimonials and the attraction it gets faster
and faster and faster. So have you have experience with
(33:13):
multimedia? You know, text them.
Boom, all right, e-mail and, andI get is it going to bounce back
and forth? So you'll send the you'll send
the text, but then it goes back to HubSpot.
Hey, send an e-mail back and forth and then there's triggers
off of that based on action or inaction.
Yeah, I mean the same from like go high level, right.
So like send an e-mail, send a text, wait 5 minutes and wait a
(33:34):
day. You know, it's just the same
sort of same sort of setup. So we're the ones that deliver
the text message, right. So if you then need to manage
the conversations and you know have all the the information and
in sales message like it's out there, yeah.
And something like HubSpot are, are they not two way
conversations and that's why they would go integrate with you
(33:56):
instead of just using the nativeSMS?
Yep. Yeah.
So I mean, HubSpot has texting, but again, it's very light.
It's just one way text. So ours is a more robust
platform to manage at scale. Yeah, because you need that
history, you know, for coaching,make sure you're not over
promising something, whatever. Because everything salespeople
(34:19):
keep, they want to keep all their data.
So companies have to be smart enough, you know, either
bludgeon their people or whatever.
Just don't give them a choice. I mean, they can of course
always do whatever what whateverthey want on their own phones.
But if things are starting from their their own business line,
then at least you've got that history.
So then, so I've got my phone, Igot a HubSpot app.
(34:43):
Do I also have a sales message app?
Like if I'm mobile, how am I receiving the communications?
You know, if I'm out and about, how am I getting these and how
am I sending them? Yeah, we got, we have a mobile
app, right? So mobile app.
We've got a web app as well. So if you're on your desktop,
you can send texts, or if you'reout and about, you can download
(35:03):
our mobile app and respond to those texts, make calls.
So. So the company would just have
to make that the standard operating procedure, right for
their field wraps. It's like don't call, don't text
directly call from the app. Yep, exactly.
Yep. And then everything that's
logged to the CRM and yeah. But it would have to be the
(35:24):
sales message app, right? Because I've got a, I've got a
HubSpot app that's very good. But for it, for text, I mean,
just like my, my desktop, I've got WhatsApp.
I got WhatsApp on my phone. So I just, I just hop over there
to do the business correspondence.
That's it. Yeah, OK.
Yeah, I mean, that's fair enough.
It's everybody's accustomed to apps now, right.
I mean, good grief, I got all these things open.
(35:47):
I'm on some telecom and one of the things that a signal on my
I'm not opening those. I'm sorry.
I'm I'm apartment out. Yeah.
But I've got, I got plenty. But eventually you're like,
yeah, I don't want another channel.
I know that in. Business you, you got to
standardize it or, you know, like it or not, sales people are
humans. Eventually they're going to rob
you blind if you let them. So you better be monitoring what
(36:09):
and controlling what they say and how they say it.
So I imagine if people go to your website, there's a form for
them to give you their cell phone number to to do a demo or
a trial. You got it.
There better be. There.
Is get to their website OK? Mail us a letter.
Here's our address. Yeah, yeah, yeah, I know.
I mean, we've got a web form, they can request a demo.
(36:32):
We capture their phone, we send them a text.
Yeah. We use our own stuff, man.
Eat our own dog. Food and then like does every
message have the old opt out so they know it's coming from a
machine? Yeah, not every message has to
include it. Sort of.
That initial text has an. Initial for sure.
Yeah, yeah. Then you're good to go.
(36:52):
Then you're good to go, OK. And are there file size limits?
Because I know you're saying nowit's, it's MMS like what
shouldn't be sent, you know, a 2hour movie, you know, like what?
What's practical? Keep the text as short as
possible, right? Yeah.
I mean, if it, if it makes sense, yeah, people do it.
I mean, right, Like most people are sending a text and then you
(37:14):
have, you know, version of them are going to send an image and
then you've got all the other media, right?
It's like image and then video and audio and PDF, right.
So it's a small percentage. If you do need to deliver APDF,
you could do that, right? But it's a small percentage of
people, yeah. And that file like the PDF, am I
uploading that to sales message or is that a doc in my you know,
(37:38):
HubSpot has files, each file hastheir own URL.
It can be public, it can be no index.
So is it just linking? OK, so they would put it on your
platform and you would deliver it.
Yeah. OK.
Or they could include a URL, right?
Because like what I do, what I do is when somebody option for
(37:58):
something, I don't send that thing.
I send a link to that thing. And I don't take you to a
landing page with that thing. Because I, I test this all the
time. I'll put phony number, phony
e-mail just to see if it takes me.
And a lot of times it does. And so now I, I get, I get the
info I want it and they don't have my info.
But I say, hey, OK, thanks. Check your e-mail, you know,
check your text because now I send the e-mail.
(38:20):
But even then you don't know opens aren't totally accurate.
So I'm like, click here, it's a big file.
I don't want to get gunked up. So because now a click is
actionable, right? I can track that in my platform,
then take the next steps. So are you you doing something
similar? All the above, man.
You just got to see the product,you know?
Like you got to see it all. You do all of it.
(38:40):
And then you realize that you can do all that stuff.
Yeah, but you could do that, youknow, short URLs, track clicks,
all the all the fun stuff. Yeah.
But yeah, yeah. Yeah.
Very cool. All right, well, I'm gonna put a
lake. And have you run into any
frustration with the shortening of the word message?
(39:01):
I have. What do you think the
frustration is? Well, because people spell out
the full word like I I've been rebranding as Fixer Wes because
after 1718 years I'm like peoplecan't spell the sales whisperer
cute name and they misspell it. So I'm like Fixer Wes and that
just redirects to West Shade. I'm just rebranding as myself
now. I can you mention Tony Robbins.
(39:22):
It's like the sales whisperer became synonymous with
Infusionsoft and the CRM guy. And that was never my plan.
It just the way timing worked and I found opportunities and
ran with it. But it's like you don't go to
Tony Robbins and say, hey, should I buy Salesforce.com for
my business? You know, so I'm like trying to
brand W Shaffer as, you know, the Gray haired guru, you know
(39:45):
what I'm saying? But yeah, they misspelled the
sales whisperer. So they do.
They misspell sales message. Yeah, yeah.
People put, I mean it's salesmessage.com, but sales MSG,
that's what the logo chose, right?
Yeah. And why did you do that?
What was the rationale? Good question.
So originally was sales MSG and you know, we have the domain
(40:06):
sales message and so we just sort of said, hey, let's just
keep it as sales MSG even thoughwe have sales message.
So yeah, you know, we should change it or do something with
it, but yeah. Well, I mean, you're known now.
Did you ever toy with like salesSMS or sales MMS?
No, not really, though. I mean, you know, The funny
(40:26):
thing it's got. Yeah.
The funny thing, it's got sales.It's got SMS in in the middle of
it. Yeah, Yeah.
So maybe. Make that capitalize the other
smaller. Maybe.
Yeah, yeah. Yeah, well, well, cool, cool all
these. Things to figure out.
OK, well look, so every eight years we're going to meet and I
(40:47):
expect hot air balloons, sky riding, the release of pigeons
and doves in eight years. OK, let's do it.
I'm game. And no.
And no gardener and a stable Internet connection.
Is that too much to ask? I I it's a lot.
It's a lot. I'm trying.
Awesome. Good stuff all.
Right. And so after eight years, all
(41:07):
right, I expect you're going to go back to short hair and clean
cut, right? Maybe.
Maybe, I don't know, we'll see. Hopefully, hopefully not be bald
by then. But you never.
Know, dude, no, you got the widow's peak.
I learned they say if you got the widow's peak, you don't go
bald. OK, I'm lucky then.
You ever heard that? I have not, no.
That's the first time. Yeah, they got the straight
(41:30):
hairline. They're probably going to lose
it. Yeah, it's all it's all
genetics. Blame it on your mom's dad.
That's what I've heard, too. It comes from the father on your
mother's side. All right.
We shall see. Awesome.
All right, Chris Prasad back in the house.
Thanks for coming on, man. It's good catching up with you.
Thank you, Wes. All right, man.
And have a good one, Joe. Hey, I hope you liked that
(41:50):
episode. Reach out to Chris, reach out to
people that I have on the sales podcast and on the CRM Sushi
podcast. They are always real people, OK.
And after all these years, the the contacts I have that I can
reach out and 90% of them reply to me within the hour, 9% the
(42:16):
same day, maybe 1%. Well, if they don't respond,
it's because they're busy. But you know, had a guy
yesterday reply immediately, he's at the airport heading to
the Middle East for some charitywork.
So we got to bring these people on to give you real insight into
what's working, what does it, why, where's it a good fit.
And like I said, the beginning, this one is unique because we
(42:37):
didn't get under the hood. But I don't think you need to.
Chris is a solid guy. The the platform has been out
for about 8 years rooted in and its foundation, you know, going
back nine years. And even that was built on
another foundation. So I mean this is a solid tool
that has proven its worth over many years over many platforms.
(42:57):
So you know talk with guys like this.
Yes, there are pros and cons everything right and having the
features built in like I was saying with HubSpot, with Keep,
they have SMS, they have all these different things, but
sometimes it makes sense to havebest of breed.
The other thing, it makes it easier to switch if you ever
(43:19):
have to switch when you're goingbest of class, when you're using
an automation engine at the core, but then using best of
class around it. So and of course you never want
to quit. I've been using my Infusionsoft
since 2008, but I have used other tools.
The HubSpot is my main tool day-to-day.
I use Nimble. I support customers on go high
(43:40):
level sometimes in Salesforce. Most of the tools you can ramp
up pretty quickly if you have any kind of experience.
But you know, these tools are sticky and by design.
And sometimes it's not always a good sticky.
So if something is frustrating you and your technology, figure
out how to replace it, right? Even if it's more expensive, you
know, within reason, but having best of class, things are so
(44:04):
stable now, right? The APIs and at least these
tools have native integrations. They're so stable.
But to have that best of class, gosh, I sleep better at night.
You know, it's just worth it to not have the headaches, OK?
So check it out. Give Chris a call, tell him you
heard about him here and he willtreat you right.
(44:26):
OK, Again, if you need help, check out the CRM quiz, CRM
quiz.com. It's free.
There's a link at the end to my calendar.
If I can help you with you want to pick my brain, I've got a
free tool now on my homepage. You can book a time and we'll
record it and that I will share that content, right?
Or you can pay me for it when we're done.
But I'm offering that, you know,I want to help you grow, so give
(44:50):
me a chance to help you grow, all right?
It'll be affordable. I promise you it'll for sure
have a positive ROI, even if it's reassuringly expensive.
OK thanks for watching. I'll go sell something.
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