How CampusLogic unlocked its enterprise sales motion and engaged VP-level buyers
Allison Duquette
The Challenge: Stalled Deals and a Disconnected Message
CampusLogic was facing a challenge I see constantly in high-growth edtech.
Their sales team was effective at engaging the "sponsor-level" contact—the day-to-day user who loved the product. But when it came time to pivot the conversation to the "VP-level budget holder," the message wasn't resonating. As a result, promising opportunities were stalling midway through the sales cycle.
They needed a new way to tell their story—a "big picture" message that connected their solution to the high-level strategic goals of an enterprise buyer.
The Solution: A New Story, A New Whiteboard, and a New Approach
My partnership with CampusLogic was a two-part engagement:
- Message Development (The "Playbook"): I first worked directly with Allison and her leadership (sales, marketing, and product) to develop a new, persuasive "Point of View" (POV) narrative. We translated this into a simple, powerful "whiteboard story" that the sales team could use to frame the problem and solution for executive buyers.
- Team Training (The "Workshop"): I then delivered a two-day, on-site workshop for the entire sales and marketing team. The goal was to build their competency and confidence in this new storytelling approach. We ran highly interactive, role-specific exercises to overcome the team's "allergy to role-playing" and ensure the new message stuck.
Following the workshop, I provided custom-built prospecting scripts and email templates to embed the new messaging into their daily workflow.
The Outcome: Measurable Executive Engagement and Team-Wide Adoption
The results were immediate, both in team morale and in pipeline metrics.
- Team Buy-In: The training was a massive success. The team's average rating for the workshop was over 4.5 out of 5, with one senior rep stating, "5.5! I'm going to start using this Monday!"
- Measurable Results: Within just six weeks, Allison reported seeing "more qualification calls scheduled and more executive-level engagement in our sales opportunities."
- Long-Term Success: The training didn't just last for a week—it became a permanent part of their sales motion, with reps successfully using the prospecting templates to book meetings with high-level university directors years later.