Sales Process Tools That Actually Work

Greetings from Cambridge (where it’s damp but dignified) and Toronto (where winter is clinging on like an overenthusiastic house guest) In this episode, we wrap up our February focus on the sales process by diving into the tools that actually support it — without falling into the classic trap of buying shiny software to fix a process you haven’t defined. We kick things off with a story about presentation overload (yes, we’ve all been there). When you show all the work instead of clarifying the intention, you lose the room. So we talk about starting with the outcome, guiding the journey, and trimming the fluff — sometimes by half. Then we explore the tools that support the three pillars we’ve been building all month: Building the sales process – Digital whiteboards like Miro and Figma to brainstorm and structure. Implementing the process – A properly configured CRM (emphasis on properly). Managing performance – Dashboards, reporting tools like Microsoft Power BI, and call intelligence tools such as Gong and Chorus. Prospecting smarter – Using LinkedIn Sales Navigator or ZoomInfo to feed the funnel with intention, not hope. And somewhere in there, we quietly champion checklists, presentation templates, and the radical idea of defining your process before buying tech. It’s practical. It’s slightly self-deprecating. And yes — we probably got mildly passionate about dashboards again.