86%
30→700
DATA ACCURACY IMPROVEMENT
MONTHLY NET NEW MQLS
$30K
18%
IN 60 DAYS VIA AI PROSPECTING AGENTS
QOQ INCREASE IN NUMBER OF WON DEALS
01 / WHEN YOUR TOOLS BECOME A COST
Every CRM workflow and prospecting tool gets set up with the hope it will last. Outgrowing them is one of the growing pains nobody warns you about.
With new AI tools and applications flooding the market, knowing which will actually move your business forward - and which won't - takes experience.
01
Data isn't painting a clear picture anymore
The system technically exists, but ownership, attribution, reporting, and follow-through no longer produce a reliable picture.
02
The tool is causing more problems than its fixing
Technology investments precede the workflow and behavior changes needed to actually use them.
03
Deals are moving, but we can't say why
Leads and deals move through the pipeline, but nobody can say with confidence why some convert and others stall.
02
SELECTED WORK
A résumé tells you where I worked. These examples show how I approach the problem.
The frameworks below are recreated and anonymized. No confidential company, employee, customer, or CRM data is shown.
CRM GOVERNANCE · LIFECYCLE DESIGN · REPORTING · ENABLEMENT
Rebuilding a GTM operating system
A growing sales organization had the tools, but not the shared operating rules needed to trust the pipeline.
PROBLEM
A growing sales organization had the tools, but not the shared operating rules needed to trust its CRM data and pipeline forecasts.
SOLUTION
I partnered with Leaders, Sales, IT, and other support teams to rebuild the operating foundation across lifecycle stages, lead routing, ownership, attribution, dashboards, data standards, target-account workflows, and pipeline reporting. I paired the technical changes with onboarding plans, playbooks, workshops, and weekly sales support so the team felt supported and fully adopted new processes.
RESULTS
86% less bad or missing CRM data
30 days faster rep ramp
30 → 700+ monthly net-new MQLs
18% quarter-over-quarter increase in closed-won deals.
AI OPERATIONS · PROSPECTING · HUMAN REVIEW · CRM ADOPTION
Turning AI into a working GTM process
Powerful AI tools do not create adoption on their own. The workflow around them determines whether they become useful.
PROBLEM
The company had access to increasingly powerful AI sales tools, but lacked meaningful adoption and outcomes.
WHAT I BUILT
I configured HubSpot’s AI-led Prospecting Agent end-to-end, introduced AI-supported research and prioritization through ZoomInfo, connected conversational intelligence to practical next-step recommendations, and created coaching materials that showed representatives when and how to use the tools. High intent, and highly engaged contacts were lead scored and routed using workflow automations to the appropriate teams and sequences for follow up.
RESULTS
$30,000 revenue billed in the first 60 days
100% utilization of existing CRM credits (up from 6%)
86% reduction in time spent identifying and emailing buyers
03
RECEIPTS
86%
reduction in bad or missing CRM data after introducing governance, enrichment, ownership rules, and accountability.
$30K
closed-won revenue billed within 60 days of launching an AI-assisted prospecting workflow.
700+
monthly net-new MQLs, up from roughly 30, after replacing a largely manual lead-generation process.
18%
quarter-over-quarter increase in closed-won deals after the rebuild.
