Does Contact Management Lead to Sales?

Does Contact Management Lead to Sales?

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at


Information is power, but like all power, it must be harnessed to have any value. How are you controlling your power – and especially your sales power? If you’re like me, often it’s the tail wagging the dog. Come on admit it, your information control could be better (or couldn’t be worse).

At some point, loss of control leads to loss of sales, certainly loss of selling opportunities. A missed appointment, a forgotten followup, a not (but should have been) written thank you letter, a missed deadline, or even a lost phone number can be expensive and lead to sales decay.

You can shrug it off the first few times, but if you let enough decay occur, eventually you will rot (or get fired by someone you think is rotten).

Since 97% of all sales are NOT made in one call, effective prospect follow-up and follow-through contact and information management is essential if you want to get maximum results and make the sale. 

The problem is juggling calendar, prospects, existing customers, follow-up commitments, correspondence, promises made, and a million other details that are essential to the sale.

Enter the solution contact management. Contact management are the words it’s known by, but what the software does is 1,000 times more powerful. Do you have a contact management program?

Who needs one? How do you know if you should have a contact management program? Two clues: you either have a desktop or laptop computer. Everyone can benefit.

The salesperson, professional person, or entrepreneur who could benefit from contact management is someone who says:

“My customer is more than a name and address.”

“When my customer calls, I need instant access to their information.”

“Most of my activities revolve around my contacts.”

“I need to prioritize my day around the things that help me to increase my business.”

“I am proactive. My business requires me to get people to do things.”

“I need more information control. I gather information at different times, but need to keep it in the same file.”

“I can’t afford to miss an appointment or fail to make a deadline.”

If you’re in business, in a profession, in sales, make phone calls, write emails, keep a calendar, make appointments, make a to-do list, have projects, keep records, make notes, or have an address book, you need a contact management program (hint: this means you). OK, which one?

We use Pipedrive ( get’s our special pricing and a free get started webinar). Pipedrive is a CRM built by salespeople. They’ve been helping salespeople and entrepreneurs since 2010. I started using Pipedrive a few years ago and it has been a sales game-changer. 

“Contact manager” is really an understated word, but it’s good for “buzz” purposes. There are five dynamic stages of information management support that Pipedrive software offers:

  1. Initial contact manager (sales lead manager)
    2. Pipeline manager
    3. Followup manager
    4. Customer manager
    5. Relationship builder

But whoa this is just the start. Besides those five (and they are the heart of the sales cycle), there are lots of primary functions this software performs many simultaneously.

Pipedrive is a living online sales driver, data keeper, and contact manager all in one.

It’s a day planner, appointment manager, calendar, alarm reminder, to do organizer and prioritizer, sales cycle measurement, account history. sales report generator, follow up tool, email writer, memo generator, idea catcher, project management, idea generator and information control.

I know, you want to know if it can pay your mortgage, too. Well, if you use it to maximum sales advantage, you will be able to pay off the whole house.

Time is money is a misnomer. It should say organized time leads to money and CRM management leads to organization.

NOTE WELL: The devil is NOT in the details. The SALE is in the details.

A free offer you can’t refuse. Pipedrive will send you a full function test version. A version to let you see the value and capability CRM can offer in your world. Go to or email your request for help to