Traditionally, LegalShield's growth was fueled by its network of independent associates. But as the company looked to diversify its channels and accelerate growth, it made significant investments in digital marketing and advertising.

While these initiatives succeeded in driving a high volume of inbound calls from interested prospects, LegalShield's 16-person inside sales team struggled to efficiently convert those leads into paying customers.

Volume Nine is a boutique digital marketing agency based in Denver, CO that was founded in 2006 by Chuck Aikens. With no formal sales experience, Chuck built the business on his industry knowledge, passion, and hustle.

Instead of pride in his thriving agency, Chuck felt trapped managing a high-stress, stagnating business. He constantly put out fires and worked long hours to make up for the gaps created by rapid growth without the right systems in place.

When you're producing materials for life-saving vaccines and cancer therapies, technical expertise is a given. But how do you translate that expertise into messages that resonate with employees, customers, and stakeholders?

That's the challenge Thermo Fisher's BioProduction leadership team faced as they worked to address employee retention and organizational alignment across their global operations.

Here's how they turned their technical experts into powerful storytellers, and why it matters for every B2B leader managing specialized teams.