Author

Carlos Antonioli

Founder & CEO

Carlos Antonioli is the founder and CEO of Sention, a Revenue Engineering firm working with leadership teams at companies that sell to other companies, in the US and Europe. With over 20 years across marketing, sales and technology, he designs the operating systems that connect demand generation, sales process and CRM into one model a company can forecast against, using the platforms the business already owns.

Revenue engineeringRevOps architecturesales process designCRM implementation and rescuemarketing and sales automationAI agent systems

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Articles by Carlos

Comparisons How to Choose Between a RevOps Agency and a Revenue Engineering Partner A revenue engineering partner owns the diagnosis of the revenue problem, turns that diagnosis into scope, and reports against economic variables it can control.… Carlos Antonioli 7 min Sales Process A Living Sales Playbook That Moves Deals Forward A sales playbook is the operating instruction for each pipeline stage: the entry criterion, the evidence the seller records, the actions available, the exit… Carlos Antonioli 9 min Revenue Visibility Both Teams Hit Their Numbers and the Pipeline Still Came Up Short The unowned middle is the stretch between marketing handing over a lead it considers qualified and sales deciding to accept or reject it. Without… Carlos Antonioli 8 min CRM Why Automating a Broken Process Makes It Worse: What to Map First An encoded workaround is a manual exception a team invented to keep a broken process moving, later frozen into automation as official business logic.… Carlos Antonioli 11 min Sales Process BANT vs. MEDDIC vs. SPICED: When to Move to MEDDPICC Pipeline fiction is the gap between what a forecast reports and what the qualification data can actually support. It appears when opportunities advance through… Carlos Antonioli 11 min