Welcome to Decoding Sales, a podcast. We're an engineer. That's me, Alex. And a sales person. That's me, Peter. And a salesperson.

That's me, Peter.

Talk about the art and science of sales

as it relates to life and business.

In this episode, we're really going to focus on

what is the point of your sales tools and how the heck

do you make the minimum investment necessary to have decent tooling that isn't going

to screw you over later.

So, Peter, let's begin by helping our audience

appreciate the importance of sales tooling.

Yeah, I mean, I think a lot of our listeners

can probably relate that CRM, the customer relationship

management tool, is usually unwieldy. So my experience with CRM at a couple

companies has been pretty atrocious because a lot of the folks that set that

tool up don't understand the difference between a lead, a deal, an opportunity and often the data and there is very spotty.

And once you get off a call, the first thing you have is not to update your CRM.

Yeah, exactly.

I don't know if you want to get into specifics of why that's been difficult, but I'd say at a high level, usually it's because people don't update the actual CRM.

And even when they do update the CRM, the high-level structure isn't set up where you're able to delineate clearly what's top of funnel, you know, what's interest for your company and what's actually deals that you can nurture into short-term medium-term

revenue.

Let's talk about this a little bit.

So there's a few challenges here, right?

...