The One Where I Supported Client Portfolio Growth From 82 Locations to 151 in Six Months

The problem: A client success team member inherited a client relationship spanning 82 locations, with a mandate to grow it. Love it. But there was no sales enablement infrastructure to actually support it.

The remedy: Build a sales enablement motion from the ground up. Not just onboarding assets, but the ongoing support system that helps client-facing teams land calls, handle objections, and upsell like a boss. Then let ‘er rip on accounts like this.

The result: In six months, the portfolio grew from 82 locations to 151, an 84% increase, with momentum still building when the engagement wrapped.

The details: Sales enablement is usually thought of as a launch-day problem: get reps ready, hand them a deck, move on. I built it as an ongoing motion instead, pulling from the product marketing foundation I'd already built (the deep dives, the differentiation data, the objection handling) and turning it into the assets that actually get used in the field: email nurture series, trade show materials, one-pagers, and whatever a given team needed to close the gap between interested and signed.

One client success team member became the best test case for the whole system. She'd inherited a client relationship spread across 82 locations and needed to grow it, which meant she needed more than a generic slide deck. She needed more full-circle support.

I supported a client-specific event with custom leave-behinds, email campaigns, and even the door prize (never underestimate a door prize). I kept a steady supply of one-pagers flowing so she always had the right asset for the right conversation. And I led the creation of a client-dedicated 60-second animated video. We’ve got short attention spans and this was one way to reel in prospects but showcasing the product's value in one minute, animated, digestible, and impossible to misunderstand.

Six months later, the portfolio had grown to 151 locations. She did the heavy lifting by crushing her job. But she gives a piece of the credit pie to the sales enablement system built to remove friction at every point a prospect or client might drop off.