I built Digital Crossing’s sales organization from scratch, applying the experience I had gained at Contabilizei.  The first step was mapping the target audience and deeply understanding the solution we were actually offering. I developed six strategic personas to test approaches and launched active prospecting through LinkedIn, adjusting our sales methodology based on what we learned. To amplify results, I implemented tools such as CRMs, REEV, Move On Sales, Ramper, and GeoFusion, which significantly expanded the top of the funnel. At the same time, I restructured the company’s identity, consolidating its mission, vision, and values, and developed a sales playbook to ensure process repeatability. The impact was significant: we won seven key accounts and increased company revenue by 82%.