Yes so we conducted a survey across a portion of our user base (39 individual users in total) and they self-reported the results they achieved using IntelliBrochure. Users came from a variety of industries including insurance, IT, construction, utilities and professional services all in the B2B space ranging in size from 50 to 2,600 staff (sales teams were 3 to 85) in size.
Most respondents (28) reported an increase in sales of between %9 and %31 that they attributed to one or more of the insights provided by IntelliBrochure (View alerts, heatmaps and recordings). The largest increase reported by a single user was 212% over the 3-month period that the survey covered. 6 respondents reported between 0% and 8% increase in sales for the period with the remainder either experience greater than 31% growth or “not sure” (“not sure” respondents tended to have extended sales cycles beyond the 3 month survey window or were unnable to report.) As such, the 9-31% figure is based on the the “mode” (most common) increase in sales reported by the users.
All respondents confirmed that IntelliBrochure helped to qualify opportunities more effectively and enabled them to manage their time more efficiently. Importantly, all but 1 user found it “effortless” to adopt. No respondents experienced a reduction in sales as a result of using IntelliBrochure or felt that it significantly effected the way they work.
Respondents also reported that the session replays and view alerts were the most valuable features to them, followed by the heatmaps.
Some of the feedback provided has been summarized and provided below:
Pioter – Construction Inside Sales Rep (UK)
“I have more confidence in calling customers after I send them the information they request because I know they have looked at it.”
Torben – IT Services BDM (USA)
“I watch the recordings on how they read our service schedule so I know if they are serious. If I don’t have time, often it’s enough knowing how long they spent looking at it [without watching the recording]. I speak with a lot of time wasters and [IntelliBrochure] weeds them out.”
Jennifer – SaaS Customer Success Manager (USA)
“In my role, I follow up on our free trial clients and try to convert them to paid plans. We have a lot of trials so following up and speaking with all of them was almost impossible. What I do now is send a templated email to them with some product information after the trial has expired from my personal email. If they open it and look at the pricing I then call them. My sales have gone up 212% and I’m selling more higher value plans.
Melly – Owner Promotional Products (Australia)
I actually find it intriguing to see how detailed people are when looking at our catalogues. It’s actually quite interesting. There is a real comfort factor I suppose is the best way to describe it in talking to potential client’s and knowing that they actually are interested. Often when you sell promotional products people just tell you to send some info through and I never used to know if or when I should followup.
Max – Building Supplies Sales Rep (Australia)
It took me a couple of weeks to remember to send out product info using your website or whatever it is (sigh*) but yeah it’s good. You know if they’re [Existing customers] worth calling or not and the heatmaps good. They look like the predator movie.
Nitesh – Telecommunications (Australia)
I use the data [heatmaps and recordings] to tailor my conversation to them [new and existing customers] after I send them the proposal. It’s pretty hard here to send out formal quotes so what I do is send them a proposal then followup and talk to them and try and talk about the stuff they looked at the most. I don’t know exactly how much my sales have gone up but I work on a couple of deals this quarter where I could tell it really helped. Probably added 10% or 20% to my number this quarter.
Reece – Industrial/Commercial Kitchen Supplies (UK)
I was on leave for the first 3 weeks we had this, but, in the last 7 weeks my number has gone up for sure. Maybe 25% more contracts signed but I don’t know the gross sales increase [when asked to estimate by how much]. For me and probably most of us it’s the alerts and recordings that help the most and whats really weird is that a lot of opportunities where you think they won’t buy, they end up looking at the stuff I send through for ages and actually buying.
Cody – IT Account Manager (USA)
I don’t know exactly if the I’ve closed more using IntelliBrochure then without [Account Manager dealing with high volume upgrades and small orders]. The main reason I like it though is the fact that I have something to let me know if they looked at the information I sent through. Just having some visibility of what they are doing really helps and knowing that I’m not wasting my time.