DJC Insights
"Garbage in, garbage out" is the oldest cliché in computing.
Sales Systems
Building predictable revenue engines. No fluff, just systems that close deals.
The "Data Cleanliness" Pre-Requisite
Automated Accountability: Managing without being a nag
The most hated hour of the week is the Friday afternoon "Pipeline Review."The Sales Manager asks: "Did you follow up with TechCorp?"The Sale
Defining "Qualified" without Opinions: Solving the "I felt like they were good" problem
Subjectivity leads to "Happy Ears" – the tendency for reps to hear what they want to hear.
Designing Compensation for Compliance: If you don't pay for it, they won't do it
Most companies have a Disconnected Incentive Structure:
From WhatsApp Chaos to a Predictable Sales Machine
WhatsApp was never designed to be a sales system.
How AI CRM Changes Follow-Up Forever
AI CRM changes this permanently.
Inbound vs Outbound: Two Different Engines
This is a disaster because the psychology is opposite.
Pipeline Hygiene: Why Your Forecast Is Lying
Where is the gap? It is in the "Rotting Middle."
The First Sales Ops Hire: When to stop building it yourself
The Reality: High-performing sales leaders need a machine to drive. They don't build the car; they race it.
The New "Gatekeeper": AI Receptionists
To an AI agent, this is Noise. It contains zero information density. It is flagged as "Low Priority" or "Solicitation."
The "No-Touch" Close: Myth vs Reality
1. Discovery (Automation Wins)
The "Speed to Lead" Fallacy
It was 2:14 AM on a Tuesday.
Why Systems Beat Talent in Scaling Teams
Every growing business reaches the same crossroads.
Zombie Lead Architectures: The system that works while you sleep
You need a separate pipeline in your CRM. Let's call it the "Nurture Pond."
Building a Predictable Revenue Engine
Revenue is not a mystery. It is an output of a machine.
Training Sales Teams With Systems, Not Motivation
No. You need a better process.
Visibility, Forecasting, and Control Without Micromanagement
Micromanagement is a symptom of invisible data.
AI CRM and the End of Missed Opportunities
The greatest silent killer of revenue is not "bad leads"—it's missed follow-ups.
Designing a Single Sales Flow That Scales
Insights from DJC.