Feedback from our regular user research calls is extremely positive in terms of sales teams delivering more sales through better opportunity qualification and visibility of the sales cycle. Sales leaders report that staff are happy to use the product and that the deployment and adoption was easy.
Most interestingly, sales leaders reported that by incorporating reviews of the heatmaps and recordings into their one on ones/regular pipeline review meetings, they have much greater confidence in their forecasting/validating opportunites. This is something that we did not anticipate when designing the product, however, for many sales leaders is regarded as exceptionally important to them.
Importantly, not a single sales leader has reported that sales or team cohesion has been negativley impacted by deploying IntelliBrochure (which given that CRM changes and sales training often result in less sales and/or reduction in team happiness, this is quite important.)
Some interesting anecdotes from user feedback calls with sales leaders have been summarized below:
Stacey – Sales Director – Financial Services – 14 Reps
“This is the only sales tool I’ve ever seen that has no downside. It’s cheap and delivers an obvious benefit without the headache of spending months in planning meetings and trying to justify spending large sums of money. Basically it’s just a quick win.”
Tristain – Founder – Building Supplies – 23 Reps
“Your software was brought to my attention by one of the BDMs who used it at another company. Everyones happy to use it and I’ve noticed more consistency in forecast sales coming in. Honestly I don’t really get involved too much in this day to day it just hums along.”
Alex – Managing Director – IT Hardware and Services – 27 reps
“We’ve run a bunch of sales training courses that have been a total f***ing waste of money. I’m probably not the best person to speak to about this as a my sales managers  are at the coal face, but, they say it’s helping with sales which is the most important thing.”
Carlos – VP Sales – Utilities – 34 sales reps (14 account managers.)
“I’ve spoken to our outbound team and they all absolutely love IntelliBrochure. Sales have definitely improved and we’ve identified a weakness in one of our offerings from the heat displays. Probably about 15% to 20% I think and thats including December which is quiet. Actually, good timing you called we should probably look at rolling it out to our account managers.”
Simone – Regional Sales Director – Insurance – 7 Reps (Inside Sales and Sales Consultants)
“Oh, you are the guys that do the heatmap thing. Yeah thats clever a bunch of the guys here were showing me it… how do I get an account [new sales director taking over from an old one that started a week before].”
Waleed (Wally) Sales Director – Asset Management Hardware/Services/Supplies – 20 Reps
The IntelliBrochure concept is very interesting. I was woo’d originally to it because your pitch focuses on what I also call the ground game [referring to tactical level]. Often sales solution are about wishy washy concepts. [IntelliBrochure] gets into the nitty gritty and helps each sale. Very happy with both the results [roughly 10% increase in sales] since deploying it but I also see a greater comfort factor in sales meetings from the team.