November 13, 2012

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Article

iDealResponse Pioneers Social Sales Performance System

Press Release

November 13, 2012

iDealResponse has developed a social sales performance system that focuses on verbal intelligence. Using this system, companies can slingshot an entire sales team’s close rate performance as much as 20 percent higher within several weeks.

Four of the nation’s top 10 financial services institutions are currently using iDealResponse and are seeing swift, significant improvement among sales teams and financial advisors. All of the companies using iDealResponse are seeing increased close rates among their sales teams. In many cases, after only a few weeks on iDealResponse, salespeople are closing deals of unprecedented size and frequency in the history of their company.

“We have been able to capture a business dynamic that no other system has ever successfully achieved,” said Chris Bijou, CEO of iDealResponse. “Among the greatest assets a company can have are the best responses salespeople provide to current and potential clients for any given question or situation. However, these responses are only known to the salespeople who use them because there’s no way to capture them. Our system helps gather those responses and make them available for all the salespeople in the company to learn and use.”

Bijou and his team spent three years researching past and current sales performance programs and successful sales teams to decipher what elements make up a quota-busting salesperson. The iDealResponse system was formulated from that research and Chris’s own experience as one of Oracle’s top salesmen for two decades.

The iDealResponse process is simple, yet elegant. First, sales managers survey the team to determine what customer concerns or questions are most urgent. Then, the manager creates a question or situation that members of the sales team are expected to answer. The team members are given time to craft their best response, which is recorded in the iDealResponse system. Team members then have an opportunity to rate each response based on a set of 10 criteria to determine which responses were best.

Once the responses have been recorded and rated, teams discuss why certain conversations were effective and others weren’t. The best responses developed by teams are stored in an “iDealResponse Knowledge Network” for later use and reference by the sales team. This network also acts as the dynamic, active intelligence library for frontline employees and company executives.

“There is a reservoir of verbal intelligence in every organization that just sits latent and is never exploited to the advantage of the organization,” Bijou added. “iDealResponse opens up this reservoir of accurate and usable intelligence for both frontline salespeople and company executives. Team responses can be used within days of development instead of months. No other system even comes close to doing that.”

Among the companies that are using iDealResponse, 92 percent of salespeople that have tried the system support their company’s adoption of iDealResponse. This is nine times higher than the typical adoption rate companies experience with traditional sales programs.

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