Hi there,
Here's my weekly update for Sep 28, 2026...
🗒️ Your CRM Should Tell You What To Do Next. Here’s How To Build One That Does.
Your CRM Should Tell You What To Do Next.
Here’s How To Build One That Does.Here’s your side project for the weekend.Build a CRM you’ll actually use.Not another place to store company names, contacts, deal stages and notes.Not another piece of software you have to remember to update.And definitely not another dashboard that shows you 47 opportunities and leaves you to figure out what the hell you’re supposed to do about them.Build a CRM that does the opposite.It should pull you forward with exactly what matters now.
I built one for myself.Then I turned the way it works into a blueprint anyone can use.If you run a one-person B2B sales engine, you’re a founder doing your own selling, an independent salesperson, consultant, fractional executive, or even an AE inside a much larger company managing your own book of business, this is probably worth building.Most CRMs are systems of record.
That’s the problem.Traditional CRMs are very good at remembering things.Who the prospect is.What company they work for.What stage the deal is in.When you last contacted them.How much the opportunity might be worth.Useful, yes.But that isn’t where most sellers struggle.The problem is this:What should I do today?
Who needs a response?
Who has gone quiet?
Which opportunity has become more important because something changed?
Who said to come back in three weeks?
Which old relationship suddenly became relevant because the company raised money, hired a new executive, posted a job, launched a fund or announced a new initiative?
Which five things deserve my attention before the other fifty?
Your CRM knows a lot.But you are still doing the thinking required to operate the CRM.
I wanted to reverse that.
A useful CRM should SENSE, DECIDE and PULLThe model I ended up with is very simple:SENSELook at the places where reality is actually happening.Your email.Calendar.Messages.Meeting notes.Files.Existing CRM data.Public LinkedIn posts.
X.Forums.Job postings.News.Company announcements.Public filings.Whatever is relevant to what you sell and who you sell it to.DECIDEWhat changed?
Did someone reply?
Did the meeting happen?
Did they ask you to come back later?
Has a previously dead opportunity suddenly become relevant?
Did a prospect raise money?
Did they start hiring for something your product solves?
Has the probability of a deal actually changed?
Is there a new opportunity hiding in a conversation that never made it into your CRM?
PULLNow tell me what to do.Not eventually.Today.And only as much as I have decided I can realistically handle.If I want five important actions today, give me five.If I can handle twenty, rank twenty.If yesterday’s work didn’t get finished, don’t mindlessly dump another twenty tasks on top of it.Re-rank everything and give me the best use of today.That is a CRM I can use.The CRM should learn how YOU sellThis part matters.
I don’t believe some generic software company should decide that every opportunity at a particular stage has exactly a 40% probability of closing.Your judgment matters.Your business matters.Your average deal size matters.Your experience matters.So on Day 1, the CRM should go through your existing opportunities with you.One at a time.What is this deal actually worth?
What stage is it really in?
What probability would you give it?
Why?
The system captures the answer and the reasoning.Over time, it learns how you distinguish a 10% opportunity from a 50% opportunity.It learns what signals you take seriously.It learns what a $5,000 opportunity looks like versus a $100,000 opportunity.The objective isn’t to get you to behave like the CRM.The CRM should learn how to behave more like you.This works especially well for a one-person B2B sales engineIf you’re running sales largely by yourself, you probably don’t need another enterprise sales platform.You need leverage.Imagine opening one page every morning and seeing:1.Reply to Sarah.
Budget was approved yesterday.Suggested reply ready.Then:2. Call David.
Enjoy, raj nadar
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