Intercom, Inc.

APRIL 16, 2019

As your sales organization scales up, there’s one function that becomes crucial to your ability to drive revenue efficiently – sales operations. Until Xerox created the first team in the 1970s, sales operations didn’t exist. Sales operations is a team sport. Short on time?

Sales 177

Sales Sports Start-ups Engineering 177

Totango

DECEMBER 7, 2023

Merging sales and customer success (CS) is a delicate art that is often challenging but necessary for driving business results and creating a frictionless customer journey. The GTM team uses these insights to determine the best way to work together to set customers up for success and future growth.

Sales 90

Sales Scorecard NPS Customer Acquisition 90

Zendesk

FEBRUARY 21, 2024

These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. Though the sales landscape has changed drastically over the years, the fundamentals of sales remain the same. Table of contents What is inside sales? What is outside sales?

Sales 52

Sales Social Media CRM B2B 52

Intercom, Inc.

JULY 6, 2018

If you’ve ever looked at your diary, notebook, sticky notes and email inbox in the middle of a busy sales period and thought, “This isn’t working,” you’re not alone. For years, I used to try to organize my thoughts and ideas without structure, missing sales opportunities and forecasts as a result. Contacted – you’ve called or emailed.

Sales 197

Sales Start-ups 197

Zendesk

OCTOBER 19, 2021

Even if sales reps sold a product every second for 24 hours a day, that productivity would hit a limit. You then have two choices: hire a larger sales team, or enter a channel sales partnership. percent of companies reporting increased annual revenue from channel partners, channel sales is a concept worth exploration.

Sales 98

Sales Outlook Real Estate Retail 98

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales 171

Sales Start-ups Government Gaming 171

Intercom, Inc.

JULY 24, 2019

We all know it’s impossible for a sales team (or anyone for that matter) to predict the future. But with rigorous sales forecasting, they can actually get pretty close. But forecasting isn’t as easy as asking your sales reps to give you a number. What is a sales forecast? Sales forecasting has many major benefits.

Sales 181

Sales Start-ups CRM Legal 181

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales 183

Sales Start-ups Finance Education 183

Intercom, Inc.

SEPTEMBER 4, 2019

Sales has an unavoidable reality: sometimes, your team won’t hit their numbers. If your team isn’t reaching their goals, what are you doing as a leader to help them get up and over the line? This coaching helps them drive their team and their company to greater productivity and higher sales. What is sales coaching?

Sales 175

Sales Sports Start-ups 175

Customer Bliss

JANUARY 10, 2019

As conversations around sustainability and corporate social responsibility continue to increase, I think you’ll enjoy this timely conversation with Michael Bair , Senior Director of Member Experience at Inspire , a clean energy tech start-up. Make it Easy for Customers to Say Yes. Make a Personal Connection.

Start-ups 62

Start-ups Customer Experience Education Contact Center 62

Zendesk

MAY 19, 2022

If you’ve ever taken sales training of any kind, you know that mastering sales vocabulary is shockingly difficult. Many sales terms sound interchangeable when, in fact, they mean drastically different things. That’s why we compiled a list of the 100 most useful sales terms every salesperson needs to know. Sales job terms.

Sales 98

Sales Non-Profits B2C CRM 98

Intercom, Inc.

FEBRUARY 19, 2019

Never does that phrase ring more true than when you’ve wasted days going back and forth over email to coordinate a sales meeting or spent hours manually copying and pasting data between tools. We’ve curated a list of the top ten apps every sales team should know about. There’s no need to download and install software or sign up.

Sales 163

Sales Outlook CRM Start-ups 163

Aquire

JULY 26, 2021

You’re never going to be able to maximize sales if you’re trying to do it all by yourself. To compete with the big boys, you have to embrace sales automation. Sales automation is a powerful way to enhance productivity, increase sales, and improve revenue, eliminating tedious and time-consuming tasks and saving thousands of work hours.

Sales 98

Sales Artificial Intelligence AI B2B 98

Intercom, Inc.

DECEMBER 1, 2021

As a sales manager, the most impactful thing you can do is coach your team. Study any sales coaching blog, podcast, or book and you’ll find plenty of advice on the best ways to coach your sales reps: join their calls, listen to recordings, apply a framework … the list goes on. Why are emails crucial to closing the deal?

Sales 118

Sales CRM Construction Start-ups 118

Intercom, Inc.

FEBRUARY 13, 2018

There are two truths about sales and product. A strong sales and product feedback loop avoids both scenarios. As your sales team scales and plays a larger role in representing the voice of your customers, an open line of communication aligns your product strategy with your addressable market. How is your sales team segmented?

Sales 192

Sales Customer Feedback Start-ups Gaming 192

Intercom, Inc.

OCTOBER 24, 2022

On October 19th, the final day of the event, I appeared on the Growth stage for a fantastic conversation with Mark Organ, Categorynauts CEO, and Founder and CEO of Influitive and Eloqua, discussing how companies can build winning sales strategies as they continue to evolve. 4 top tips for optimizing your sales strategy.

Sales 91

Sales Start-ups 91

Intercom, Inc.

NOVEMBER 19, 2018

For salespeople, your sales pitch is crucial – above all else, it must be crystal clear what you’re trying to sell and what the value is to your prospective customer. And the value of that sale compounds over time. This is especially true in SaaS, where tools are constantly evolving to tackle bigger problems and more use cases.

Sales 180

Sales Start-ups B2B 180

Totango

MAY 17, 2023

When it comes to understanding customer needs, marketing, sales, and CS teams are the experts, so it’s on us to work together to define today’s most valuable growth opportunities. More than half raised hands for sales and the CRO, and when asked if they felt the relationship with product teams could be enhanced, even more hands shot up.

Sales 107

Sales Sports AI Touchpoint 107

Intercom, Inc.

JUNE 20, 2018

As Intercom’s customer base moved upmarket, it became increasingly obvious to us in Sales that what worked well in our product for early-stage startups didn’t for larger companies. We were laser-focused on helping everyone buy Intercom and nailing the fundamentals of SaaS sales.

Sales 199

Sales Customer Acquisition Start-ups CRM 199

Intercom, Inc.

JUNE 11, 2018

They bring together critical information about your customer, your competitors and your strategy to nurture existing business in a simple document to ensure each customer is set up for success. So why do sales teams often ignore them? The formula for selling SaaS software is quite simple. What is top of mind for your customer?

Sales 201

Sales Start-ups Customer Retention 201

Zendesk

DECEMBER 21, 2021

We’re well into the final quarter of 2021, and that means it’s time for the fiscal year to wrap up, year-end statistics to flood in, and 2022 strategizing to begin. Just like last year, though, sales are in a unique place as buyers continue to work remotely, online sales increase, and the pandemic leaves companies on edge.

Sales 98

Sales Social Media CRM B2B 98

Intercom, Inc.

OCTOBER 22, 2019

If you are new to sales management, it can be hard to know what concrete steps you can take to improve your skills, be recognized, and eventually, rise to a senior leadership role. These lessons come from LB Harvey, our SVP of Sales and Support. 4 steps to stand out as a sales leader. Prioritize work that will move the needle.

Sales 123

Sales Finance Start-ups B2B 123

Zendesk

MARCH 16, 2022

Not all sales are created equal. Depending on the products, region, and size of a company, a business may require sales experts with different specialties. This is where a sales engineer comes in. Sales engineer definition. Typical sales engineer career path. How to become a sales engineer.

Engineering 98

Engineering Sales B2B Education 98

Intercom, Inc.

SEPTEMBER 18, 2018

Today we’re publishing a brand new, four-part series on sales – The Sales Handbook. Sales is the lifeblood of every business. But sales is also one of the hardest functions to get right, especially today. The Sales Handbook is here to help. They include: LB Harvey, VP of Sales at Intercom.

Sales 112

Sales Start-ups 112

Zendesk

JUNE 30, 2022

You’ve just closed a major deal and you’re ready to pack up, head out on the town, and celebrate by crossing that client off your never-ending to-do list. The key to customer retention and lifetime value is after-sales service. What is after-sales service? Why is post-sale service important? Pop the champagne!

Sales 98

Sales Non-Profits Customer Retention Social Media 98

Beyond Philosophy

NOVEMBER 16, 2023

He is starting a new business, but that isn’t the problem, although I am sure we can all agree that starting a new business is fraught with pickles. John is up for it, though. Knowing what you are trying to convince them to do gets you started with a tactic that works. One of our listeners, John, is in a pickle.

Sales 78

Sales Social Media Education Sports 78

Intercom, Inc.

JULY 30, 2018

In sales, there’s one number we obsess over – our quota. As soon as one month ends and another starts, we can’t help but ask, how am I going to hit my number? As an Inbound Sales Development Rep, I face the challenge of not having any control over the leads that get passed to me. Set the right pace. Qualify leads for quality.

Sales 157

Sales Gaming Start-ups 157

Intercom, Inc.

JUNE 4, 2018

The promise of live chat for sales teams is being able to connect faster with high-quality leads. But for someone in Sales Operations, the first thing we think is: how well does live chat convert? Invest in sales conversations, not touches. Many sales teams aim for 12-18 touches over two to three weeks.

Sales 220

Sales B2B Start-ups 220

Intercom, Inc.

NOVEMBER 20, 2018

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. Define your marketing personas.

Sales 178

Sales B2B Start-ups Education 178

Zendesk

JANUARY 5, 2022

Every salesperson is eager to hit their monthly quota—the more sales, the better. But the road to that finish line is reliant on a set of key players: sales leads. Before sales reps can meet their targets, they need a clear understanding of what a sales lead is and how a lead is different from a prospect.

Sales 105

Sales Outlook Social Media B2B 105

Intercom, Inc.

JUNE 6, 2018

Sales has changed. Messaging and live chat are the new medium for initial sales conversations, not the phone calls or forms of old. Since we launched our live chat for sales product , the people reaching out to us to learn more are sales decision-makers. They’re VPs of sales, sales directors and CROs.

Sales 179

Sales Start-ups B2B 179

Customer Think

SEPTEMBER 20, 2023

For they may be the ones who make retail sales add up. At this point in the back-to-school timeline, late-season shoppers can indeed be a retailer’s last hope to meet projections, which are modest to start with. This back-to-school season, let’s root for the procrastinators.

Retail 59

Retail Sales Start-ups 59

Intercom, Inc.

MAY 11, 2018

Adding live chat to your funnel is a great way of generating more sales and targeting specific leads in a more effective way, ensuring the best experience possible for all involved. When using live chat for sales, you should always strive to be proactive with your communications. Be friendly.

Sales 196

Sales Start-ups 196

Intercom, Inc.

JULY 6, 2018

If you’ve ever looked at your diary, notebook, sticky notes and email inbox in the middle of a busy sales period and thought, “This isn’t working,” you’re not alone. For years, I used to try to organize my thoughts and ideas without structure, missing sales opportunities and forecasts as a result. Contacted – you’ve called or emailed.

Sales 138

Sales Start-ups 138

Zendesk

FEBRUARY 22, 2022

You’re looking for a sales position and scouring the job postings. Before disqualifying yourself from a sales career , you should know that your experience doesn’t have to come from an actual sales job—you just need to understand how to transfer your current skill set to the position you’re applying for. Retail sales associate.

Sales 98

Sales B2B Real Estate Social Media 98

Intercom, Inc.

FEBRUARY 26, 2019

Last week we sat down with growth expert Sujan Patel to talk about how sales teams can create these experiences at scale – with chatbots. Chatbots enable sales people, us included ??, Here are five principles we believe every sales team should keep in mind when getting started with chatbots: Don’t pretend your chatbot is human.

Sales 112

Sales Start-ups Customer Experience 112

Intercom, Inc.

SEPTEMBER 12, 2018

Second, sales teams spend a lot of time doing laborious, repetitive tasks that don’t always result in much value. It’s about making sure both sides, customers and sales teams, are able to get the best outcomes from any interaction as fast as possible , so they can spend their time doing things of real value. Redefining the sales cycle.

Sales 144

Sales Agriculture Invoicing Start-ups 144