{"id":19364,"date":"2019-04-09T17:24:45","date_gmt":"2019-04-09T16:24:45","guid":{"rendered":"https:\/\/www.intercom.com\/blog\/?p=19364"},"modified":"2024-07-25T11:55:25","modified_gmt":"2024-07-25T10:55:25","slug":"real-time-sales-rep","status":"publish","type":"post","link":"https:\/\/www.intercom.com\/blog\/real-time-sales-rep\/","title":{"rendered":"Introducing real-time sales reps to accelerate growth"},"content":{"rendered":"<p>Customers today enter the sales cycle full of knowledge, opinions and feelings about your product and your company.<\/p>\n<p>In most cases, your buyers have already educated themselves. They might have even played around with freemium versions of your product. Personally speaking, this is how I purchase software.<\/p>\n<blockquote class=\"pullquote-style-one\"><p>&#8220;In most cases, your buyers have already educated themselves&#8221;<\/p><\/blockquote>\n<p>You want to catch me when I&#8217;m most interested \u2013 clicking around your website and investigating your offering and pricing. This is the best time to catch my attention and if the purchase is straightforward, push me across the line to <a href=\"https:\/\/www.intercom.com\/blog\/try-before-you-buy\/\" target=\"_blank\" rel=\"noopener noreferrer\">start a trial<\/a>. If the purchase is complex, this when I\u2019m ready to start a strategic conversation about what your solution will do for my business.<\/p>\n<h2 id=\"creating-a-real-time-sales-team\">Creating a real-time sales team<\/h2>\n<p>We have created an entire team dedicated to helping buyers take the next step in real time. They connect with prospects over <a href=\"https:\/\/www.intercom.com\/blog\/live-chat\" target=\"_blank\" rel=\"noopener noreferrer\">live chat<\/a> at the exact moment the prospect is ready to learn more.<\/p>\n<p>Our real-time sales reps focus on our smaller accounts, the ones in between our self-serve and mid-market prospects. Their mission is to convert these smaller accounts by first, getting them to start a trial while they\u2019re on our website and second, once the trial is over, helping them select a paid plan.<\/p>\n<p><img decoding=\"async\" class=\"small\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/02\/real-time-sales-rep-conversation.png\" alt=\"Real-time sales rep conversation for free trial\" \/><br \/>\nOur real-time sales reps have a <a href=\"https:\/\/www.intercom.com\/blog\/real-time-sales-training\/\" target=\"_blank\" rel=\"noopener noreferrer\">hybrid role<\/a> that mixes the responsibilities of an SDR and an AE. Along with qualifying leads and doing a light discovery, they\u2019re getting prospects into the product, helping them see value and closing them. Their biggest challenge is ensuring by the time the free trial is over, prospects are sufficiently persuaded to hand over their credit card.<\/p>\n<h2 id=\"real-time-sales-should-be-accretive\">Real-time sales should be accretive<\/h2>\n<p>When you are first implementing <a href=\"https:\/\/www.intercom.com\/blog\/starter-kits\/real-time-sales\" target=\"_blank\" rel=\"noopener noreferrer\">real-time sales<\/a>, I recommend running an A\/B test. That\u2019s what we did to ensure our real-time sales reps were adding value, not just doing more work, by spending time with these smaller accounts. We found that smaller accounts who had engaged with our real-time sales reps not only paid us more but also were <a href=\"https:\/\/www.intercom.com\/blog\/customer-retention-5-best-practices-6-strategies-for-low-churn\/\" target=\"_blank\" rel=\"noopener noreferrer\">less likely to churn<\/a>.<\/p>\n<blockquote class=\"pullquote-style-one\"><p>&#8220;Accounts who engage with our real-time sales team not only pay us more but are also\u00a0less likely to churn&#8221;<\/p><\/blockquote>\n<p>The point is that when implemented correctly, real-time sales is a strategic initiative that can and should be accretive to your business.<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Modern buyers enter the sales cycle full of knowledge, opinions and feelings about your product. Here&#8217;s how our real-time sales reps increase velocity for these buyers.<\/p>\n","protected":false},"author":264,"featured_media":19650,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"category":[1],"tags":[2105,12477,14974,12840],"coauthors":[580],"class_list":["post-19364","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","tag-live-chat-for-sales","tag-real-time-sales","tag-sales-development","tag-sdr"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.3 (Yoast SEO v27.3) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Introducing Real-time Sales Reps To Accelerate Growth<\/title>\n<meta name=\"description\" content=\"Modern buyers enter the sales cycle full of knowledge about your product. Here&#039;s how our real-time sales reps increase deal velocity for these buyers.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.intercom.com\/blog\/real-time-sales-rep\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Introducing real-time sales reps to accelerate growth\" \/>\n<meta property=\"og:description\" content=\"Modern buyers enter the sales cycle full of knowledge about your product. Here&#039;s how our real-time sales reps increase deal velocity for these buyers.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.intercom.com\/blog\/real-time-sales-rep\/\" \/>\n<meta property=\"og:site_name\" content=\"The Intercom Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/intercominc\" \/>\n<meta property=\"article:published_time\" content=\"2019-04-09T16:24:45+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-07-25T10:55:25+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2019\/01\/real-time-sales-rep.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"3730\" \/>\n\t<meta property=\"og:image:height\" content=\"1680\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"LB Harvey\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@Intercom\" \/>\n<meta name=\"twitter:site\" content=\"@intercom\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"LB Harvey\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/\"},\"author\":{\"name\":\"LB Harvey\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#\\\/schema\\\/person\\\/8d71c4b5bddf0e9ae4b53ef1c1014e65\"},\"headline\":\"Introducing real-time sales reps to accelerate growth\",\"datePublished\":\"2019-04-09T16:24:45+00:00\",\"dateModified\":\"2024-07-25T10:55:25+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/\"},\"wordCount\":401,\"publisher\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2019\\\/01\\\/real-time-sales-rep.jpg\",\"keywords\":[\"live chat for sales\",\"real-time sales\",\"sales development\",\"sdr\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/\",\"url\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/\",\"name\":\"Introducing Real-time Sales Reps To Accelerate Growth\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/real-time-sales-rep\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.intercom.com\\\/blog\\\/wp-content\\\/uploads\\\/2019\\\/01\\\/real-time-sales-rep.jpg\",\"datePublished\":\"2019-04-09T16:24:45+00:00\",\"dateModified\":\"2024-07-25T10:55:25+00:00\",\"description\":\"Modern buyers enter the sales cycle full of knowledge about your product. 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