You. Yes you. You are wasting your life right now and aren’t even aware of it.

I’m speaking in the strictest sense. You’re throwing years away. Maybe decades.

How you ask?

It’s actually quite simple.

You don’t know how to use your sales tools.

What sales tools?

• CRM

• Lead intelligence (Zoominfo, Apollo, Clay etc)

• Sales enablement platform (salesloft, outreach etc)

• And any other sales related software you spend time in

How are you wasting time you ask?

You might be thinking you already know what you’re doing. After all your company took 1 hour to train you on how to use all the above. It can’t be that complicated, right?

Wrong.

Not properly using sales tools is a systemic issue stemming from the very top.

The reps selling the tools to the companies you work for don’t know how to use them.

The CEOs, CRO, sales vice presidents and sales managers don’t know how to use sales tools

And the sales reps don’t know how to use them.

Before I go further lets define what I mean by “Using sales tools”

When I say “Use” sales tools I mean using them efficiently and effectively.

That means you aren't wasting any time at all finding leads, calling/emailing leads, adding and managing them in a pipeline, following up, closing deals, getting reports/insights into your performance, finding leads in the CRM, seeing past conversational history or interactions with leads in CRM, adding to a campaign, A/B split testing messaging, cold calling scripts, cold calling multiple people at the same time, spending your time on the right leads at the right time aka targeting leads etc

Essentially every action you take from clicking into your CRM to contacting prospects to managing opportunities and closing deals.

How you do this determines if you are wasting time or not and getting the most out of your sales software.

There’s 2 angles we can approach this from: Lost time or Lost revenue

Calculating lost time is much simpler than lost revenue.

This because calculating revenue requires information into your deal flow that I simply don't know. So I can't prescribe an average here. So for the sake of this article I will be creating a hypothetical situation to give you an idea of lost opportunity. I will also be including time wasted as that’s straightforward.

Lost opportunity

So lets consider this scenario:

• Average deal size: $50,000

• Average close rate: 20%

• Leads missed due to inefficient tool usage: 2 per week

• Potential deals missed annually: 104 leads × 20% close rate = 21 closed deals

• Annual revenue impact: $1,050,000 in lost revenue

If we extrapolate this lost revenue over the course of the 20 year career we come to the outcome of

Assuming a 5% commission structure, that's $52,500 in personal income lost every year. Over a 20-year career? We're talking about $1.05 million in lost commission.

Would any sane person turn down 1 million $?

No. Of course not. So why are you?

Lost time

Let's break down what inefficient use of sales tools really costs you over a 20-year career:

When you're struggling with unoptimized sales tools, you're spending about 6 hours daily on tasks that could be completed in 2 hours with proper tool use. That's 4 hours you’re wasting every single working day.

Here's what that looks like for 1 year:

• Daily Loss: 4 hours

• Weekly Loss: 20 hours

• Monthly Loss: 80 hours

• Yearly Loss: 960 hours

Over a 20-year career, this compounds to:

• 1,200,000 minutes

• 20,000 hours

• 833 calendar days

• 119 weeks

• 27 months

• 2.28 years of your actual life

Or in working terms:

• Work Minutes Wasted: 1,200,000 minutes

• Work Hours Wasted: 20,000 hours

• Workdays Wasted: 2,500 workdays

• Workweeks Wasted: 500 workweeks

• Work Months Wasted: ~115.46 WorkMonths

• Work Years Wasted: 10 Work Years

In other words, over a 20-year career, 10 entire working years (half your career) are effectively lost to wasted effort.

And all wasted because you couldn’t take 20 hours (at the absolute most) to teach yourself how to use sales tools.

Different Scenarios: Hours Lost Per Day

Lets say you aren’t wasting 4 hours a day. Lets say you somewhat know your way around your tools. You might not be an expert but you consider yourself pretty good compared to your peers. Maybe you only waste 1-3 hours a day. Whats that look like?

Breakdown:

1. One Hour Loss Daily:

   • Annual loss: 240 working hours

   • 20-year career loss: 4,800 hours (2.5 working years)

   • Potential commission loss: $262,500

2. Two Hours Lost Daily:

   • Annual loss: 480 working hours

   • 20-year career loss: 9,600 hours (5 working years)

   • Potential commission loss: $525,000

3. Three Hours Daily Inefficiency:

   • Annual loss: 720 working hours

   • 20-year career loss: 14,400 hours (7.5 working years)

   • Potential commission loss: $787,500

So even in the best case scenario of losing only one hour per day you are effectively throwing away two and a half years of your working life.

Now that assuming the absolute best case scenario.

What about 2 hours and 3?

5 working years and 7.5 working years wasted.

In what world would you knowingly throw away 5 - 7.5 years of your working/earning potential?

Exactly no one would because it makes no sense.

So yet again I’m asking you why is it you don’t think investing in learning how to use sales tools a good idea?

Can you afford to risk gambling years of your life because you think you got it?

If the hard data isn’t enough for you to make the jump what about the secondary impacts on your quality of life?

Beyond the Numbers: Quality of Life Impact

Secondary impacts on quality of life:

• Reduced stress and burnout

• More time for high-value client interactions

• Improved work-life balance

• Fast tracking your career opportunities

• Greater job satisfaction

• More strategic thinking time

• Higher morale because you spend less time speaking to unqualified prospects

That’s just to list a few.

How much would your life improve if you had lower stress, better results, got the promotion you’ve been working towards, spend very little time dealing with time wasting leads, more time to spend on valuable accounts and more time to focus on things outside of work that matter?

Could you even put a number on that over the course of 20 years?

I know I can't.

Industry Benchmarks

Here’s some Industry benchmarks from various sources to give you some info into sales efficiency:

• According to Salesforce's "State of Sales" report (2023):

  • Top performers spend approximately 34% of their time actively selling

  • Sales reps spend 66% of their time on non-selling tasks

• HubSpot's Sales Strategy Report indicates:

  • Companies with integrated CRM systems see 29% higher win rates

  • Sales teams with automated lead nurturing see 45% higher ROI

• McKinsey & Company's B2B Sales Research suggests:

  • High-performing sales organizations are 2x more likely to prioritize sales tool optimization

  • Companies with digitally-enabled sales teams show 5x faster revenue growth

• Gartner's Sales Practice Research reveals:

  • Sales reps spend only 23% of their time on core selling activities

  • Organizations with streamlined sales tools report 27% higher quota attainment

Now some of this data conflicts with itself. And that's due to the fact that the people they are polling come from different industries, sell different products and face different challenges. The data is not uniform across the industries besides the fact that a significant amount of time of a sales rep day is spent on non-selling activities.

And where they are most likely spending that time is in sales tools because that is the nature of the job.

If you reflect on your day how much of your time are you not using sales tools?

Looking back on my career the only time I was not using a sales tool was in meetings or various work projects. But the vast majority of my time was spent using sales tools for non-sales activities until I learned how to optimize my time spent selling vs busywork.

Conclusion

The question isn't whether you can afford to invest in mastering your sales tools, it's whether you can afford not to.

When you're losing 10 working years over your career and potentially millions in commission, the real cost becomes abundantly clear.

The mathematics are undeniable, the financial impact is undeniable, and the personal cost is immeasurable. Make the investment in yourself and your career. Your future self will thank you for the years—and millions—you got back.

That’s where my courses come into play. That’s why I started this account and made it my mission to give your time back.

I cover the most popular sales tools like Zoominfo and LinkedIn sales navigator.

I will be launching an Apollo course in the near future going through revisions and CRM courses after that.

Now I haven’t been active on my account until recently. Thats all changing. I’m pushing updates out to all my courses. And will be posting daily content based on the experience I've gained the last 3 years running this account.

In celebration of coming back to Twitter that I will be running a 20% off 5 day flash sale

This will be the last time I run a sale in quite awhile.

This is the last day to grab the sale!

Take your future back Here:

1) The Ultimate LinkedIn Sales Navigator Course - How to Master Sales Nav

• Old Price: $297

• Flash Sale Price: $238

• You Save: $59

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2) The Ultimate ZoomInfo Course - How to Master Zoominfo

• Old Price: $597

• Flash Sale Price: $478

• You Save: $119

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3) Email Espionage - How to setup a cold Email system

• Old Price: $297

• Flash Sale Price: $238

• You Save: $59

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If you buy all three, you save $237 total!
(Original total = $1,191; Sale total = $954)

You won’t see these prices again for a very long time.

You don’t need a code to redeem the sale. I’ve adjusted my prices in the checkout.

Extra Bonuses

• Get 20% off a 1‑on‑1 consultation if you DM me “FLASHSALE” within the next 5 days.

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That means you could stack your discounts for up to 35% off a consultation if you grab all three!

DM me “FLASHSALE” to lock in your deals.