Solution

Vollardian first acted as Recess's sales leadership, optimising the CRM, coaching the team, and building a structured outbound B2B sales function. We then returned to support their next growth phase, focusing on B2C channel expansion, improving customer service processes, and implementing a governance structure to break down internal silos.

Key solutions implemented included:

• B2B Sales Turnaround: Developed a B2B value prop, sales playbook, and optimized the CRM, launching a structured outbound sales function.

• Performance & Coaching: Implemented a B2B performance dashboard and provided ongoing sales coaching to the team.

• B2C Channel Expansion: Analyzed 10 potential B2C marketplace channels, selecting and implementing 4 new strategic channels to diversify revenue.

• Process Improvement: Reviewed, mapped, and implemented new customer service processes and dashboards to break down internal silos.

Results

The dual-phase engagement turned around B2B performance and established new B2C growth channels:

• 38% Ahead of Revenue Target: Transformed the B2B sales function from >50% behind to 38% ahead of target, driven by an increase in sales activity and pipeline.

• 200% increase in Pipeline Value: Systemised and strategic approach to outbound, re-engaging previous customers and leads using recurring tasks and automations in the CRM.

• 4 New B2C Marketplace Channels Launched: Analysed 10 potential B2C channels, selected 4 for strategic expansion, and initiated onboarding.

• Cross-departmental alignment: Broke down silos between Marketing, B2B Sales, and Customer Service by establishing new governance, dashboards, and processes.

Testimonial

"It's like night and day, I now have structure, and I never need to think about what to do next. The strategy you brought has been super helpful and really works"

– Head of B2B Sales, Recess