Importing contacts that you will target is generally one of the first steps in configuring your CRM system. Here are some best practices to set up your system correctly.

• Only import what you plan to use
• Keep it CLEAN!
• If you will be emailing contacts, only import contacts with email addresses
• Abide by the “Crap-IN” = “Crap-OUT” LAW of Data
• Every Data Field gets its own column
• The naming convention of .csv files – DO NOT use periods in the name of the file – this can create import issues with many CRM systems

The primary business value of being able to quickly segment your list into “smaller chunks” is that you will be able to connect 1 on 1 with your entire database and increase the “speed to trust” by doing so.

When people trust you, they are more likely to want to work with you.

This will help you create the foundation for getting the right message to the right people at the right time.

The main business value of TAGS is that they empower you to further segment your list into even “smaller chunks” than you can with Contact Statuses so that you will be able to directly address the primary goals and/or concerns of your entire database, which will accelerate further the SPEED TO TRUST I mentioned in the Contact Status Lesson.

When people TRUST YOU, they are more likely to want to WORK WITH YOU.

So a question you may have is as your database grows to include hundreds, thousands, 10’s of thousands of prospects in your list, and you’re running all kinds of different nurturing and marketing campaigns, how do you prioritize the leads for your sales team?

The answer is simple. You will use Lead Scoring!

The value of having CLEARLY DEFINED Deal Stages and Deal Lost reasons is that your DIGITAL Sales Pipeline will MIRROR your PHYSICAL sales process, and from an internal communication standpoint – this will have your ENTIRE COMPANY – specifically the Executive Team, The Marketing Team and the Sales Team – all “singing from the same sheet of paper” when it comes to discussing Leads, Sales Opportunities and Revenue Generation.

In this lesson, we will provide you with a clear naming convention and definitions for each stage of your sales process.

The key business value that tracking lead sources in your business provides you with is the ability to replicate success and wipe out what is not providing ROI in your lead generation marketing efforts.

Tracking your leads will provide you with insights on where best to find more of your “ideal” buyer personas.

Make sure you are not sending all paid traffic to the home page of your website without lead source tracking in place.

Similar to TAGs, the primary business value of using Custom Fields in your CRM system is to FURTHER SEGMENT your list into EVEN “smaller chunks” – beyond just using Contact Statuses and TAGs so you can automatically nurture or follow-up with a specific subset of your LIST and DIRECTLY ADDRESS their PRIMARY GOALS and or CONCERNS.

This will ACCELERATE the SPEED TO TRUST I mentioned in previous lessons.

One of the top reasons that CRM implementations fail, is because the sales team finds it too cumbersome, time consuming and complex to enter information.

This video will walk you through how to make it fast and easy for your sales team to enter information into the CRM system.

This is quite possibly the most important lesson in this entire course.

If you don’t clearly understand who your ideal prospect is, what their goals desires and challenges are and how they express them to people they trust – then it will be exponentially harder to succeed in your marketing and sales efforts.

Please focus on and complete all of the exercises in this lesson! Trust me, it will pay you back 100 times over for the time you invest in it today!

Now that you clearly know who your IDEAL BUYER PERSONA IS, what they care about and what their Buyer’s Journey looks like, we are going to select how you will reach out to them for your first campaign.

The good news is that, there are ONLY 5 WAYS to effectively DIRECT MARKET To Your Target Personas:

1. Call the Prospect
2. Send an Email to the Prospect
3. SMS Text the Prospect
4. Direct Message the Prospect on Social Media
5. Send a Direct Mail Letter via USPS to the Prospect

Now that you have defined your buyer’s persona and know what they want, your final task before constructing your marketing campaign is to create an OFFER to “Give Them What They Most Desire” – in other words provide them with an OFFER they will VALUE and LOVE!

As you proceed through this lesson, REMEMBER – YOU NEED TO GIVE SOMETHING IN ORDER TO GET SOMETHING

If done correctly, the business value to YOU will be the following:

• RAPIDLY Creating a LIST of NEW Prospects that are eager to work with you
• Accelerating the sales cycle of all of the deals in your sales pipeline
• Immediate differentiation from your competition – you will be creating your OWN Blue Ocean of opportunity and remove yourself from the Bloody Red Ocean of competition

This is where the “rubber meets the road” and we will make use of the research you have done and the assets you have created including your Buyer’s Persona, Buyer’s Journey, your Lead Magnet and Calls To Action.

The business value you will receive from this lesson will be learning how to efficiently ADD new prospects to your list; creating engagement with your existing prospects – moving them closer to a sale; and presenting your existing customers with new offers that they will find valuable and can purchase – giving you the ability to up-sell and cross-sell in a systematic way.

Surprisingly many businesses struggle with this, because in most cases, they didn’t go through a process like you just went through with Revenue Growth Mastery to prepare yourself for “Launch Day.”

The value in JUST LAUNCHING a campaign is HUGE because you will essentially get IMMEDIATE feedback on what worked and what didn’t. Gone are the days when you needed to wait weeks or months to determine the ROI (Return on Investment) of your marketing spend.

In this video lesson you will be Reviewing The Results & Tracking The Activity of your Email Campaign as part of the Marketing Execution Loop Process.

The Key Takeaway of this lesson is that we will share with you WHAT YOU SHOULD BE LOOKING FOR in the results of your campaign

One KEY THING TO NOTE, Don’t get HUNG UP on the Vanity Metrics – things like “page views, social media followers, how many LIKES a post gets, etc.”

Look at the metrics that help you move the needle towards REVENUE…

It’s better to be the entrepreneur who gets 500 page views and 50 sales than the entrepreneur who gets 150,000 page views and 10 sales.

In this video lesson you will learn how to “Call an Audible” if your marketing campaign did not perform to your liking, as part of the Marketing Execution Loop Process.

The immediate business value you will experience in this lesson is quickly being able to determine WHEN to REPLICATE SUCCESS vs. when to CHANGE 1 variable in your email campaign to try again.

Once you have decided WHICH statistics of your campaign you felt underperformed against the average benchmark report, then you will determine what needs to happen to improve the performance of that metric, revise your email, and then try again.

In this lesson the key takeaway that will provide you with immediate business value, is the framework for deciding what sales step to take when someone engages with your marketing.

Having a go-to process will enable you to expedite your response and connect with your prospect in a 1 on 1 way that continues to guide them forward on their buyer’s journey.

In this lesson the KEY takeaway is to KEEP IT SIMPLE. After working with hundreds of Sales Teams we have found that many companies and sales teams make this WAY MORE COMPLEX than it needs to be.

At this stage – don’t think about “Trying to Close The DEAL” – Instead, your ROLE is THAT OF A TOUR GUIDE – You just need to GUIDE them toward the FIRST STEP in your SALES PROCESS if they are ready for it. It’s that SIMPLE!

In this lesson there is tremendous business value to both Sales Management and the Sales Team.

It’s critical that you don’t chase bad or unqualified deals – so the best way to avoid that bear trap is to follow the process that we call the Sales Window of Opportunity that will have you correctly qualifying deals and will save you hundreds if not thousands of hours in the process!

Closing is the natural progression if a deal has been correctly pursued and structured.

In other words, if you have followed every step we have been teaching within Revenue Growth Mastery and focusing on how you help your prospects ACHIEVE their desired goals and OVERCOME their challenges – then CLOSING the deal is actually a very easy thing to do.

Providing your NEW customers with the BEST CASE SCENARIO of the experience that THEY ARE HOPING TO RECEIVE, will result in BUILDING a STRONG and LONG-LASTING relationship with your customers for YEARS to come.

Said another way – if you think of the PRODUCT and SERVICE DELIVERY PHASE of your sales process as a TEST where your customer is closely watching and judging you to see if EVERYTHING YOU SAID in the sales process is ACTUALLY happening the way you HAD described, and you OVER DELIVER – then you will likely be in good shape and have a VERY HAPPY CUSTOMER!

Once you have customers on board – if you continue to SERVE THEM at the highest level EVEN AFTER THEY HAVE BOUGHT, they will continue to buy again from you over and over. This will continually add to their LIFETIME VALUE as one of your customers.

Always be thinking of THE NEXT SALE and what OFFERS you can sell to that customer that will PROVIDE THEM WITH EVEN MORE VALUE. It doesn’t even have to be something you make, service or sell – it could be a referral to a partner that will pay you an affiliate or finders fee. These types of transactions are called BACK END SALES.