Usabilla Case Study

INCREASED SALES SKILLS AND CONVERSIONS WITH FOURLETTER SALES TRAINING

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Usabilla helps brands like HP, Philips, Booking.com, Lufthansa, KLM, Transavia and The Economist to improve the performance of their websites, apps and emails with live user feedback.

Location: New York City, London, Amsterdam, Berlin, Paris

28

Sales Reps
Trained

62%

Increase in
Sales Skills

22%

Increase in
Conversions

THE FULL STORY

Roel Jansen is the CCO @ Usabilla.com. After assessing and training Usabilla's sales teams using our Science-Based Sales℠ methodology, here's what Roel had to say about the experience.

Josh

Roel, what were your sales goals?

  • To increase the quantity and quality of leads in our pipeline
  • To increase the conversion rates of our leads and deals at every stage
  • To win more deals
Roel
Usabilla Office

One of Usabilla's great offices

Josh

What challenges were you expecting prior to working with FourLetter?

  • Our sales reps know our product very well, but had challenges in effectively prospecting and identifying qualified leads — which lead us having our deal pipeline full of deals that weren’t “real”.
  • We would often demo too soon, without properly qualifying and discovering the prospect’s goals first. And this lead the sales team to doing the same demo and presentation to every prospect.
  • Our sales pipeline was also moving too slowly, and the conversion rates were too low. I knew we could do much better.
Roel
Josh

Out of all the options available, what prompted you to work with fourLetter?

  • I really liked fourLetter's Science-Based Sales℠ approach. Before they did anything with us, they thoroughly assessed our sales process and each individual sales rep.
  • We then started personalized training that was highly specific on selling SaaS. We are big on being data-driven, so I appreciated fourLetter assessing our sales process and every sales team member before starting any training... it was refreshing to not receive generic sales training, but stuff that actually works.
Roel

After completing training, our sales team showed a 62% increase in selling skills, and a 22% increase in pipeline conversions.

Roel Jansen Roel Jansen CCO @ Usabilla.com
Josh

How has sales performance changed after using fourLetter?

  • We noticed positive feedback from our sales team within a month of working together but really saw the impact after we received our sales training impact assessment. The report showed after completing training, our sales team showed a 62% increase in selling skills, and a 22% increase in pipeline conversions.
Roel
Josh

Would you recommend fourLetter to others?

  • Absolutely. Work with fourLetter if you want to see a positive change in your sales team’s performance!
Roel
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