3 pieces in this editorial line.
A new rep onboarded with a company presentation, a product catalog and "shadow so-and-so" takes months to deliver. The onboarding that shortens ramp-up runs a 30/60/90-day path with observable milestones, CRM from the first day of practice, certification by stage and measurement in the CRM.
16 min readRead more
Churn shows up in the cancellation request and starts months earlier, often in the sale itself. How to calculate churn, GRR and NRR, where each cause originates, which signals to log in the CRM and the rituals CS leadership needs to run to act in time.
17 min readRead more
The company paid for the license and the team still lives in spreadsheets, WhatsApp and notebooks. The causes I find in marketing, sales and post-sale, and a 30-day plan built on role-based training, shared definitions across teams and leadership rituals inside the CRM.
15 min readRead moreWhat is here is the same reasoning I apply in keynotes, in-company training and consulting projects.