How Q Broker doubled its client base during the market slowdown with Livespace’s support
clients & 40k insured individuals
remote sales
more clients served
About the company:
Q Broker is an independent insurance broker.
Industry:
Insurance
Number of employees:
16
qbroker.pl
Q Broker’s sales model relied on face-to-face meetings between salespeople and clients. With COVID-related restrictions, this approach became nearly impossible.
Livespace CRM’s ability to accurately map the sales process, integrate with VoIP, and provide analytical insights allowed the company to make quick and significant changes to the existing sales process. As a result, Q Broker weathered the challenging period and maintained its growth momentum.
Kamil Truszkowski, co-founder of Q Broker, worked for various insurance companies for many years. Using his knowledge and experience, he created an effective sales process for the company’s salespeople. From the very beginning, this sales know-how was embedded in Livespace CRM.
From the start, Q Broker was built differently than other companies. CRM was at the heart of our entire business project.
– Kamil Truszkowski, VP, Q Broker
Q Broker’s salespeople met with potential clients in person, and the company acquired new customers at an impressive rate – over 200 in the first two years of operation!
However, the pandemic turned many business models upside down – especially those requiring face-to-face customer contact.
The Problem
Q Broker planned to open offices in other Polish cities as the company grew. After opening their first out-of-town branch, the pandemic hit. Business came to a standstill because salespeople could not meet clients in person.
Quick changes to the sales process and technical solutions to allow salespeople to work 100% remotely were needed.
Equally important was maintaining the quality of the process and checking how the new work model affected the salespeople’s effectiveness and efficiency. The company’s future was at stake.
The Solution
Thanks to Livespace’s capabilities, Q Broker was able to react quickly and change its operating model in response to new market conditions.
First, they thoroughly analyzed the sales process in Livespace. This allowed Q Broker to identify potentially problematic points in light of the upcoming changes, enabling a swift and data-driven response.
Integrating Livespace with VoIP made it possible to implement a remote, phone-based sales model. This new process was tested from April 2020 to the end of 2022, with ongoing conversion rate assessments.
Livespace’s report module helped with this evaluation. Livespace statistics allowed the company to measure the effectiveness of the fully remote sales process and compare it with previously achieved results.
The Result
The company weathered the pandemic and emerged even stronger. After introducing, testing, and scaling changes in the sales process, Q Broker returned to predictable growth.
Thanks to the ability to accurately map sales processes in Livespace, Q Broker could quickly and thoughtfully react to drastic changes in economic conditions.
Integrating Livespace with VoIP and the creativity of the Q Broker team allowed for the transition of 100% of sales to remote mode. However, the integration alone didn’t guarantee success – the quality of the new process also needed to be evaluated.
Livespace’s reports module allowed the company to measure the effectiveness of the fully remote sales process and compare it with results achieved in the previous model. It was also possible to record and thoroughly analyze the course of conversations, including the number of calls made and their duration.
Analysis of the indicators showed that the introduced changes exceeded the desired effect! The new process allowed the company to survive and increased the conversion and efficiency of sales activities. Additionally, the sales cycle has shortened, which measurably accelerated the work of salespeople with leads.
Today, Q Broker can serve more than twice as many clients as in the previous model.
This translated into business results. Since the pandemic, Q Broker has doubled its number of clients. Today, the Warsaw-based company serves over 500 companies across Poland and insures over 40,000 people. They managed to survive a difficult period, and Q Broker continues to grow.
