When the CRM has records and the team lacks a shared process
Leads enter through different doors. Qualification changes by rep. Ownership gets decided in Slack. Leadership sees activity and still cannot trust the pipeline. I replace those informal decisions with visible rules.
What I build
- ICP, persona, and qualification logic
- Lifecycle and pipeline stage definitions
- CRM properties, objects, and data hygiene rules
- Lead and account routing with clear ownership
- Marketing-to-sales handoffs and SLA automation
- Leadership and operator dashboards
What changes
The team shares one definition of qualified, one owner for the next action, and one view of where pipeline is losing speed.
A typical first 30 days
I audit the current journey, map definitions and ownership, repair the highest-risk handoff, ship the first routing changes, and record a baseline.