The CRM Shift That Helped Kaplan Increase Sales Activity 120%

Ep.141 - Most companies don't struggle because their teams aren't working hard. They struggle because sales, marketing, and customer service are all working from different places. In this episode of Endless Customers, Alex Winter sits down with Cheryl Parker, Senior Director of Sales Enablement at Kaplan Early Learning Company, and Jessica Palmeri, IMPACT’s Director of HubSpot Training, to talk about what it really takes to align a growing company.

This conversation looks at Kaplan’s shift from spreadsheets and disconnected systems to one shared CRM that gave teams better visibility, better communication, and a better way to serve customers. Cheryl shares what it was like to lead adoption across a large sales team, while Jessica breaks down why coaching, training, and internal ownership made the difference.

Highlights include:

• Why Kaplan made a major systems change even when sales were already strong
• What it takes to get a large sales team to actually adopt a CRM
• How quick wins helped skeptical reps buy in
• Why one shared view of the customer improved collaboration across teams
• How better visibility helped Kaplan increase sales activity by 120% year over year
• Why buyers now see Kaplan as a more trusted voice in its space

If your company is growing and your teams are still working in silos, this episode will show you what can change when everyone starts working from the same customer story.

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#EndlessCustomers #HubSpot #SalesEnablement #CRM #MarketingAlignment #CustomerJourney #BusinessGrowth

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Cheryl Parker