Can you explain your list concept one more time?

Ryan DohrnPresident/Founder, Brain Swell Media · Keynote Speaker - Emmy Winner - Billion Dollar Sales Coach - Niche Media Conference Owner - Media Revenue Strategist

Competent CRM for Lists | Ryan Dohrn - Q&A Sales Training Tips and Sales Advice

12 Aug 2021 · 2 min

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2:04

Sales coach Ryan Dohrn breaks down how to structure a CRM with four list types: prospecting (10-20 leads), in-progress, active customers, and event-specific lists. He uses lists to stay focused and keeps a steady number of prospects rather than trying to clear them completely. If your CRM can't build lists, he says, switch to one that can.

Questions this video answers

Within any competent CRM, you should be able to build lists: a prospecting list (10‑20 people), an in‑progress list (people you’ve met and are pursuing), an active/retention list (customers you retain), and special/event lists for specific offerings. Lists help me stay focused, especially on bad sales days, and they’re not a zero‑sum game.

Chapters

Hey friends, Ryan Dohrn here, your global sales coach, answering your listener questions sent in to ryan@ryandohrn.com. This week's question is from Rex out in Denver. What's going on, Rex? How are you? Um, Ryan, I heard you talking about lists and I'm not exactly following you. Sorry, Rex. Uh, can you explain your list concept one more time? Rex, I'm happy to do it. Within any competent CRM, you should be able to build lists I have a prospecting list. I have an in-progress list. I have an active and retention list. I have special lists for events and all the different things that I sell. The reason I do that is because I'm one of those people that's highly distracted. Squirrel! What? Shiny object! What? You know, I'm easily distracted. That's why the background behind me actually covers a window. My studio has no windows because I'm easily distracted. Lists help me focus. If your CRM can't build lists, get a different CRM. Every competent, comprehensive CRM should help you be able to build lists. On those days, Rex, when I'm just having a bad sales day, I just work my lists. Now, a secret to the lists: it's not a zero-sum game, meaning you don't start with 10 on the list and try to work that list to zero. My prospecting list always has 10 to 20 people on it. My in-progress list, those are people I've met with, I'm going to continue pursuing in order to get a signed proposal. Actives, those are my people that I'm going to retain. So Rex, I hope that's a better explanation of the lists, and I'll try to do a better job in the future of explaining those type of things. Hey, if you've got a question for me, I'd love to find the answer for you. Email me ryan@ryandohrn.com. And don't forget, friends, if sales was easy, everybody'd be doing it, and they're not. We are the chosen few. We have found an amazing career that's going to feed our families for a lifetime. Check out the blog and podcasts and so much more over at ryandohrn.com. All right, friends, we'll see you next week.