Sales contact management should discipline YOU. It should look at your contacts and understand what stage of the process they are in, when they need to be called next, when they should be sent a specific communication by email.
Sales contact management is not about you looking into a dead database and trying to decide what to work on–it is about serving you the lead most likely to close at that point in time.
If Amazon wanted to be like big box retailers, they could present goods on shelves in groups for you to browse. This is the same as a dead contact database–it simply groups names together for you with no action attached.
But Amazon goes one step further–every time you enter Amazon.com, the first thing you see is your personal recommendations from Amazon. You shop, you click, you buy, you trust technology to make the decision.
Why wouldn’t you expect the same from your contact manager? Managing leads is a job for technology, not for you. You are a sales person. Just like Amazon–you’re not a librarian, you want the book, not the map of how to get to the book. Expect the same from your contact manager.
If not, then what is the technology application good for? Holding your leads? (Psst–Excel can do that) Find a better solution that makes your technology work FOR you. Need another hint? It’s icoSales by Kaleidico.
contact me: keith burwell
my company: Kaleidico
