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In this episode, Harris asks Sam to share his thoughts on a few topics:  Understanding buyers: Sam tells the story of a lead that came in—an intern. Why this lead could have been considered disqualified, but he encouraged the client to take the meeting and it ended up in a meeting with the prospects' CEO. Hear the whole story in the show. Big vs. small companies: There's a difference between decision-making and buyers committees at companies with 10 vs. 10,000 employees. Sam shares how the focus on the person that literally signs the contract can be misguided.  Defining your ICP: Refine Labs has a unique process for defining an ideal customer profile. Sam sheds a little bit of light on how they think about it, and more importantly how they consider it a living document—not a static one. Using the CRM: When looking back, using CRM data, you can conduct win-loss analyses and expand your understanding of who the buyer and buyer's committee are. Sam also talks about leading CRMs like HubSpot. Human touch: Sam and Harris talk about the balance between automation and human intervention, and how high intent vs. low intent actions should weigh into how you route and respond to leads. They touch on lead scoring and using group updates as tactics to consider. Following up: When you have an exciting lead come in, how do you handle the follow-up to ensure the lead doesn't fall flat? Defining demand generation: Lastly, as leaders in the space, Sam defines demand generation from Refine Labs' perspective. If you found this episode interesting, learn more by visiting introcrm.comLearn About Our GuestRefine Labs helps companies consistently launch new revenue programs, improve the buyer experience, and build a sustainable competitive advantage with Revenue R&D.Visit Refine Labs to learn more about their work.As VP of Demand Generation, Sam works with Refine Labs' clients to make demand generation their competitive advantage.Find Marc Thomas on LinkedIn.
In this episode, Harris asks Marc to share his thoughts on a few topics:  Role of sales: How does he see the overlap between sales and marketing, and in particular, are there certain companies where salespeople don't make sense? Short answer: Yes, listen to the episode or read the transcript for the reply, because it's a little complicated. Repeatability in sales: When has a company achieved repeatability in their sales process, where they feel they are getting closer to Product Market Fit (PMF)? How can you measure that? Beyond Product Market Fit: Even if you've got a sense of PMF, is that enough? Marc says you must look at the market part of the equation before proceeding.  Steps after getting traction: Now that you're scaling, what are the next steps to take in sales and marketing alignment? How do you drive conversion, where would you go next with site content and marketing strategies? Marc's low-volume keyword strategy is an interesting one. Listen or read to hear him explain it. One thing to improve all your marketing: To keep it simple, Marc concludes by sharing the one thing that will improve everything about your marketing: Focusing on pain points.  If you found this episode interesting, learn more by visiting introcrm.comLearn About Our GuestPowered By Search helps B2B SaaS companies with solid product-market fit who want to make building demand a priority scale MRR at record-breaking speeds.Visit Powered By Search to learn more about their work.As director of growth, Marc Thomas works with their clients between $5M ARR and $75M ARR, delivering strategic demand gen programs for companies like Basecamp, OpenPhone, AdvisorEngine, Rally, Reltio and MyCase, and he's building a predictable high-quality pipeline for Powered By Search through their own marketing efforts.Find Marc Thomas on LinkedIn and on Twitter. 
We've thrown a lot of ideas at the wall to see what levers companies can pull for growth. After seeing exceptional results with Hubspot, we decided to get certified as a Hubspot solutions partner. Hear why and what that means for the company. For more information, you can read the blog post announcing the news here.
In this podcast, we talk about sales. Sales is not the right way to grow every single company. And when I say sales, I'm talking about the process of having conversations with your customers, explaining how your product works, helping them see value and how you can take them from where they are today, to where they want to go. This involves people. But there are a lot of companies that grow without this type of sales motion. This movement is called product led growth. And there's a tension between sales led and product led growth. Usually people are in one camp or the other, depending on which category they're in and how their product works. I'm excited because in this episode, we're going to talk with Aazar Shad, who has experience with both.This interview was inspired by a podcast that Aazar recorded entitled "Wins & Losses: Behind-the-scenes of Sales-Led to Product-Led Experiment That I Did."Follow Aazar Shad's work: Newsletter ➔ Podcast ➔  Twitter ➔ LinkedIn ➔
This episode is just a trailer recorded November 2021. You can subscribe through the following feeds:➔ Amazon➔ Apple➔ Castbox➔ Castro➔ Deezer➔ Google➔ Overcast➔ Pandora➔ PlayerFM➔ Pocket Casts➔ Podcast Addict➔ Podcast Index➔ RSS➔ Stitcher➔ Spotify➔ TuneIn➔ TwitterOr search for Pipeline Meeting wherever you get your podcasts.
Introducing... Intro

Introducing... Intro

2021-11-1704:56

In today's episode, Harris shares two big updates. The first update is both major and minor: We're changing our name. And we're expanding the format of this show to include more team interviews, guests, and additional voices. With the name change, Intro CRM is now simply Intro. It's been 10 months since we stopped developing our CRM. The pivot to tech-enabled services has gone well and we are fully embracing this new model for our business. Note that our domain and social media handles will remain unchanged for the foreseeable future. Harris shared more background in a thread on Twitter. With the show, we're bringing more voices into the conversation. Things have come up in our work with customers that we want to share, customers have questions we don't have great answers for, and there are new things we're learning every day. Stay tuned because we have exciting conversations in store, like with Justin Jackson (Co-Founder of Transistor) and James Urie (Head of Partnerships at Close). Note that we will be keeping the podcast short format and audio-only for now. 
Introducing Lead Reply

Introducing Lead Reply

2021-10-1809:31

Harris is on the mic this episode to share our new offering, Lead Reply. He discusses what it is, who it's for, and how it is going for customers so far. With Lead Reply, we respond quickly, as if we are a member of your team. We develop clear messaging and a clear call to action. And the follow through. For most customers, this means taking an opportunity, qualifying it (e.g. making sure it's a fit), and then booking a time on your calendar.The best part? Pricing is largely performance-based. So we align our incentives with yours.Listen to the whole episode to hear more. 
In our first-ever Meet the Team interview, we are joined by Sailja. Sailja and Harris ask each other three questions to take you behind the scenes to learn more about our company, customers who are succeeding, and where we're going next.Harris asks Sailja to to reflect back on what it was like when we first started our work together, how things have changed, and what it looks like for our clients who are achieving success in their sales efforts.Sailja was one of the first people to join the Intro CRM team in early 2020, so she has unique insights to share. And she asks Harris interesting questions about the company's asynchronous work culture and why company culture matters so much to him. 
Introducing Lead Rater

Introducing Lead Rater

2021-09-2211:59

Harris introduces you to Lead Rater, the new app from Intro CRM that is currently in beta with paying customers.Lead Rater is part of our outbound offering and puts founders and early stage sales leaders in charge of the demand generation process. We believe that high quality, filtered lead lists are the best way to test outbound sales is a channel. This is for low-volume, omni channel testing. In this episode, Harris shares how talking to founders led to our minimal viable version of this service—delivered with spreadsheets. How we leveled up that process. And ultimately built Lead Rater with no-code on using Glide, in collaboration with our friends at Low Code Agency.If you are bootstrapping (or self-funding) a business and want to go from services to productized services, then this episode is worth a listen. To see the first-look at Lead Rater, subscribe to the Intro CRM YouTube channel  →Or catch screen shots by following Intro CRM on Twitter →
We're back!

We're back!

2021-09-1508:53

Harris has three big updates today as we get back into the swing of things this fall. He talks through: Intro CRM's new software product called Lead Rater—built with no-code! A recently introduced new lead qualification and scheduling offering. The ongoing pipeline management offering that started when Harris was solo consulting. We're going to go into more of each of these areas in upcoming episodes, but this welcome back gives you a quick walk through each of them to get you acclimated. You are hearing this all here on the Intro CRM podcast first, so don't be surprised when the updates start rolling out on the website next. 
As we bring new customers onboard at Intro CRM, we were thinking about the best way to do it. Along came Arrows, a tool that elevates the customer onboarding process. In this episode, we talk through who needs to think about onboarding, what constitutes a good customer onboarding process, and three things we like about Arrows. Plus, an unexpected use case. Read the episode transcript here.On the Intro CRM YouTube channel: Customer Onboarding Process Demo of Arrows →On the Intro CRM blog: Your customer onboarding process with Arrows →Learn more: Visit Arrows' website to sign up for a free trial →Meet Daniel Zarick: Follow Daniel on Twitter →Meet Benedict Fritz: Follow Benedict on Twitter →Listen to their podcast: Keep Going podcast →
The team has been busy and growing over the last six weeks. Harris brought in four new people to help execute the new concierge services offering in Intro CRM, which is that we literally help you with sales. Think building a lead list, qualifying inbound leads, preparing proposals, and more. In this episode, you'll get a sense of where we're going next.Announcing a new offering from Intro CRM: Introducing Concierge Services → Meet the newly expanded team: About Intro CRM →Tyler Tringas explaining Empty SaaS in his 2021 SaaS predictions →Justin Jackson explaining the Jobs to be Done framework in What is Jobs to be Done → If you're interested in learning more, find Harris on Twitter @harriskenny.
The Intro CRM Basecamp integration was the first one that I announced in 2020, it's live and I want to share more details about how it works. I also talk about Jason Fried, DHH, and some of the other members of the Basecamp team who have inspired my work over the years.  Read more about Intro CRM's Basecamp CRM integration → Read the getting started Intro CRM Basecamp documentation → Learn more and sign up for Basecamp → Subscribe to the Rework podcast → The sales topic today is a challenge for you. How much do you need to know about your product to be successful selling it? In my experience, you might need to know a lot less than you think. So does it make sense for people to be so focused on getting their salespeople to be more active in Slack, attend more meetings, and more involved in internal processes? Maybe not. Lastly, I made a series of upgrades to the equipment that I use to record this show. Are you experiencing any issues with the audio? If you're a regular listener, do you notice a difference? Please let me know. 
Intro CRM Beta Release

Intro CRM Beta Release

2021-01-2710:28

Let's talk about what made it into the beta release and the problems he's trying to solve with Intro CRM. Learn how freelancers and entrepreneurs can quickly add deals; integrate with tools like Basecamp, Trello, and Asana; and forecast your cash flow.The overall theme for the episode is making the most of the leads you have. If you have a leaky funnel, it's not much good pouring more leads into it—particularly if you're bootstrapping.Harris is looking for ideas and feedback about how to make Intro CRM better. He's been able to generate interest and traffic, convert sign ups, but once people are in the app they aren't as active as he'd like to see. He needs to get folks to activate and use Intro CRM before leaving. Setting up their account, adding deals, etc. He shares how he's doing it right now and past approaches... But now clearly it's time for something new. Get a sense of the current process by signing up for Intro CRM.Sign up for Intro CRM →See how the Basecamp CRM integration works → There's also a new social platform called Clubhouse. Harris received an invitation and is trying to get the hang of it. Are you on Clubhouse? Find him @harriskenny.This show also won an award! Pipeline Meeting was given Honorable Mention in the 2020 SaaS Podcast Awards. Sincere thanks to the MicroConf community for their support. There were so many good shows, including a few that I listen to regularly:IndieHackers by Courtland Allen →Build Your SaaS by Justin Jackson and Jon Buda →Software Social Podcast by Michelle Hansen and Colleen Schnettler →See all the award-winners and honorable mentions →Learn more about MicroConf →
Harris shares new updates to the Intro CRM alpha that's being tested right now. New updates include a host of UI and accessibility improvements, single click importing, and the ability to configure deal stages to refine your sales and go to market process. There's also a big announcement:Alpha testers will get one year of Intro CRM for free. If you are interested in trying Intro CRM, you have until the end of December to join the alpha testing group! The project will move into private beta in January.Harris also talks about grants! Do they count as sales? He recently learned of the MakerPad community's Creator Grants program for nocode projects, which he applied for. But there are lots of other grant programs too. In the United States, things like the SBIR program and Coronavirus relief at the state and local level. How should you think about non-dilutive sources of funding like this? Harris also shares one example from a current client.Creator Grants by MakerPad →---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Intro CRM Website →Twitter Profile @IntroCRM →LinkedIn Company Page →
In this episode, Harris talks about how selling to people you know can jumpstart your business. It can also be a source of frustration as those deals may never close. Whether it's friends and family or past colleagues, these are people you know and who you in return. So, should you avoid selling to people you know? Harris shares two tips that can make this source of sales worthwhile. This episode also kicks off a series focusing on tools that you can use to grow your business like Transistor, an independent and bootstrapped company that makes a tool you can use to start your own podcast. Transistor is a great company, they make a beautiful product, and they make it easy for you to publish and distribute your podcast.Lastly, we touch on the latest features in Intro CRM. These features are built for freelancers, solopreneurs, and early stage founders who may not necessarily think of their deals in terms of revenue. Maybe you don't know what deals are worth, or are focusing on your sales in a different way to hit traction. Maybe your prices are locked in and it's really the number of clients that matters. In any case, Intro CRM makes it easy to track your deals.How to start a podcast -->---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.comTwitter: https://twitter.com/introcrmLinkedIn: https://www.linkedin.com/company/introcrm
Personal News

Personal News

2020-11-2305:35

In this episode, Harris shares some big personal news featuring a special guest from an eight-week old guest whose arrival caused the show to go on a short hiatus. Next an update on Intro CRM. The CRM integration with project management tools like Basecamp, Asana, and Trello is complete and available for alpha testers. Harris talks through the rationale of how the integrations work today. If you don't want to spend all day in your CRM, then this tool might be for you. Whether you are a solopreneur or small team, you might want a CRM for small business. Finally, Harris recaps his pipeline and how his strategic plan for 2020 shaped up. He took some big chances in changing the business model to ensure that it was providing the lifestyle he wanted—how'd it go? What's next? And how are you thinking about your business going into 2021?Learn more about the project management tools at their websites below:https://asana.com/https://basecamp.com/https://trello.com/---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
Who are they?

Who are they?

2020-09-1611:31

In this episode we explore the question of who are you selling to?Building on who you are—as we explored in our last episode—it also matters who they are. Who is on the other side of the table? That can affect whether or not a deal is viable from the get-go. There are red herrings, or false leads that may present as quality leads but that don't materialize. We explore an example of that. We also begin to explore the concept of customer development. And the differences in needs for a needs a CRM for a single person business; perhaps a solopreneur, or someone with dreams to hire more people. Customer development is what happens in the early days. It's how you discover repeatability.Once you have repeatability, you're ready to lock in the sales process and scale the sales organization. What does it look like to use a tool that's built to support that use case, and how are we thinking about that in Intro CRM?See the new OSHdata website by visiting: https://oshdata.com/Harris mentions Simon Sinek's iconic TEDxPuget Sound talk "Start with Why" which you can watch here: https://www.youtube.com/watch?v=u4ZoJKF_VuALearn more about EmailOctopus and support Intro CRM by using this referral link: https://emailoctopus.com/?ali=40e81749-ec6f-11ea-a3d0-06b4694bee2a---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
Who are you?

Who are you?

2020-09-0311:31

The theme this week is simple: Be yourself. Can you think of ways that embracing yourself (or your business) might help you? Whether it's closing a deal, hiring someone, or just navigating a tough situation with a little more grace. This episode features the first guest submission from friend of the show Alex Medick. Alex is a freelance full stack digital marketer—or at least, that's how he describes himself these days. Learn about that evolution and how his business is up nearly 50% as a result.Learn more about Alex's work by visiting his website: https://alexmedick.com/ You can also find Alex on Twitter @alexjmedick.---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
Audit Your Pipeline

Audit Your Pipeline

2020-08-2612:51

For the first full episode, Harris put together a worksheet that you can use to go through and audit your pipeline. Whether these leads came in before or during the Coronavirus pandemic, it's worth taking a step back and getting a sense of what you're really working with.He put together a framework that will help you put those leads into one of six buckets, so you get take control. If you have leads that feel stuck, try this out. Listen to the episode or read the episode transcript.Download the spreadsheet in XLSX or ODS format below:https://introcrm.com/wp-content/uploads/2020/08/covid-pipeline-audit.xlsxhttps://introcrm.com/wp-content/uploads/2020/08/covid-pipeline-audit.odsHarris shares his planned the format for the show, his own pipeline, and some exciting personal news.This episode includes references to:Justin Jackson and Jon Buda's podcast Build Your SaaS. (They're the co-founders of Transistor.fm!) Listen to the referenced episode:https://saas.transistor.fm/episodes/talking-about-an-acquisitionHarris' other podcast, Hello Blink Show, which he co-hosts with Shawn Hymel and you can find online here:https://helloblinkshow.com/---Pipeline Meeting is a podcast brought to you by Intro CRM, a simple, privacy-friendly CRM for entrepreneurs and freelancers. Hosted by Harris Kenny.Website: https://introcrm.com/Twitter: https://twitter.com/introcrm/LinkedIn: https://www.linkedin.com/company/introcrm/
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