Author
Co-founder, Vantegrate
Co-founder of Vantegrate and founder of EGA Futura (1994). He has spent more than 30 years building business software for Latin America and has been a Salesforce partner since 2009. He writes about CRM, business processes and the Salesforce and Oracle ecosystems.
15 published articles
Find out why the idea that artificial intelligence agents will destroy jobs is a fallacy with more than two centuries of history, and how to prepare to take advantage of the real opportunity that comes with enterprise AI.
Almost half of AI projects are scrapped between proof of concept and broad adoption (S&P Global, 2025), and it's almost never the model's fault. Learn about the three cracks that break artificial intelligence at scale and how to cross the bridge from pilot to production without falling into the river.
In Latin America, the ad, the website button, the QR code at a trade show and a distributor's referral all end up in a WhatsApp conversation. How to design the B2B funnel through that first reply and measure each source in the CRM.
An agent that gives the right price can still sound like a robot if it says it too late, too early, or in a block of text no one could type in a second. What to watch for in a voice conversation and in a WhatsApp one.
Your CRM holds prospects who asked for a price and never bought. How to message them again on WhatsApp with good judgment: who to contact, with what message, in what order, and what to do when they reply, without putting your number at risk.
When the sales team can't keep up, the first idea is to hire. Before you do, look at which tasks are falling through the cracks, what each option solves, and what it costs that doesn't show up in the budget.
The service visit request that arrives at nine at night and goes unanswered usually ends up with another company. How to handle it in the moment, from triage to a loaded work order, and what to do with the conversations left half finished.
The same AI sales numbers show up on every list. We looked for the original document behind twelve of them: which hold up, which are cited outdated, misattributed or backwards, and which we couldn't find a source for.
Waiting until your CRM is spotless to launch an AI agent takes months and guarantees nothing. Which data gets filled in during the conversation and which has to be right from day one.
The Flows, assignment rules and scoring in your CRM do one part of the sales work very well. Here is where they get stuck, what to leave to an AI agent and how to combine the two without dismantling what already works.
Three flawless demos and three proposals you can't compare: that is how buying an AI agent often starts. The criteria, the total cost, the evidence from your own data and the pilot you should demand before signing.
BANT, MEDDIC and CHAMP look for the same things in a different order. When each one fits, how to bring your questions into a WhatsApp conversation without it feeling like an interrogation, what is left for the sales rep, and which CRM field stores each answer.
B2B deals almost always stall after the quote goes out. Here are the signals that a quote is cooling off, what to configure in your CRM to see them in time, what to write to the customer at each stage, and how to measure whether your follow-up works.
A WhatsApp campaign that works fine with a few hundred contacts often breaks when you take it to thousands. These are the four mistakes that almost always explain it, and how to avoid them before your next send.
Before you go looking for new demand, there are sales you already paid for that are slipping away: the lead with no reply, the quote with no follow-up and the dormant customer. Where to start automating and how to decide.
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