Founded in 2013, Envoy ’s land-and-expand strategy was not meeting expectations. Not having any available internal resources with the expertise or skills to address the problem, Envoy hired Chameleon Collective’s Doug Nugent to build a Sales Playbook that helps customer-facing employees be more effective when engaging with prospects and customers.
Knowing exactly what’s important for specific customer personas, and how to articulate Envoy’s value propositions, sales and success staff can focus their engagement on topics that are relevant and motivational to the individual customer, delivering three significant results:
- Increased new and expansion revenue
- Increased average transaction size
- Reduced churn risk
“We’ve already seen the best two months in the history of Envoy since this new approach has been implemented.”