Founded in 2013, this B2B SaaS (Software as a Service) company is disrupting a global paper-based business process by making it entirely digital, and its fundamental land-and-expand strategy was not meeting expectations. Not having any available internal resources with the expertise or skills to address the problem, they 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 their 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:
“We’ve already seen the best two months in the history of Envoy since this new approach has been implemented.”
