Cadencia

CRM full but only the easy deals were closing. Reps followed up on day 1 then abandoned the rest — 60% of pipeline value never got a second touch. The owner had been calling it 'a sales problem' for two years.

By day 120: lead-to-close conversion +21% (baseline 14%, now 17%). Cold-lead reactivation captured ~USD 340K of pipeline that would have died. The owner stopped calling it a sales problem and started watching the right metric.

Each rep carried 40-60 active opportunities. 'I'll call you back' deaths happened silently — nobody noticed until the quarterly close-rate report. The average deal sat 2.3 weeks past its stage commitment before anyone touched it.

By day 90: ~10% of dead pipeline reactivated. No deal sitting more than 4 days past its stage commitment. Reps stopped triaging 'which deals are alive' — the system tells them.