UserZoom is the defacto standard for UX interface design, testing and feedback of all software and websites. UserZoom makes user research a standard practice in the design process, empowering businesses with the UX Insights they need to deliver great digital experiences through our best-in-class research software and services.
• They focus on 5 core industries that have compelling use cases:
• Banks and Financial institutions
• Healthcare providers
• eCommerce and Retail
• Enterprise Technology (SaaS applications)
• Media and Entertainment
Their buyers are UX designers of software and website applications. This is a difficult sales process as these buyers are “artists”, and can be emotional about their UX designs.
Why Focus On Digital Selling?
• They had aggressive growth targets of 100% growth into 2 years, and need to build sales pipeline fast to accomplish this goal.
• Sales professional churn at both their organization and their acquisitions has been higher then best practices, and they needed to devise an onboarding and retention plan that’s rooted in skills development.
• They needed to improve at retention and growth from their EXISTING accounts, to maximize their CAGR rates (must minimize/eliminate churn).
• Kickstarting new verticals, and need to generate quick wins in these markets by reverse-engineering the Sphere of Influence of their existing customers/verticals.
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How Was Success Measured?
Program success was evaluated through Sales for Life’s measurement framework, grounded on the Kirkpatrick Evaluation Model, as the industry best-practice. While much of social selling enablement is focused strictly on training, Sales for Life’s model is built around knowledge transfer and application. This is ultimately tied to sales results and ROI. It was through this approach that UserZoom was able to correlate actual sales results through application of learning.
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What Change Management Occurred?
• We were one of multiple sales initiatives (tools, skills development, onboarding) that helped UserZoom exceed their 100% aggressive growth plans. We worked diligently to integrate our IP into the fabric of their marketing, enablement and operations of other initiatives.
• Social Selling has become a key account planning strategy going forward. Each seller will “War Room” their accounts for Triggers, Referrals, Insights and Competitive Intelligence.
Happy with the results, UserZoom is now entering a reinforcement phase with Sales for Life and expanding Digital Sales Mastery to other sales divisions. With behavior change as the core driving principle, Sales for Life continues to support all sales professionals to ensure they’re ahead of the learning curves.