{"id":26110,"date":"2021-07-15T16:04:21","date_gmt":"2021-07-15T15:04:21","guid":{"rendered":"https:\/\/www.intercom.com\/blog\/?p=26110"},"modified":"2022-05-04T15:08:02","modified_gmt":"2022-05-04T14:08:02","slug":"how-to-use-intercom-to-generate-more-leads-and-close-bigger-deals-faster","status":"publish","type":"post","link":"https:\/\/www.intercom.com\/blog\/how-to-use-intercom-to-generate-more-leads-and-close-bigger-deals-faster\/","title":{"rendered":"How to use Intercom to generate more leads and close bigger deals \u2013 faster"},"content":{"rendered":"<p>Marketing teams are under constant pressure to find creative ways to generate more leads for sales teams. Over the past few years, marketers have learned one of the most effective methods for <a href=\"https:\/\/www.intercom.com\/blog\/faq-what-is-lead-generation\/\">lead generation<\/a> is engaging with prospective customers while intent is high, like when they\u2019re browsing the website or perusing the pricing page.<\/p>\n<p>However it\u2019s quality \u2013 not quantity \u2013 that\u2019s most important when it comes to accelerating your sales pipeline. It\u2019s true that not all leads are created equal, and it\u2019s simply not possible to have reps talking with every individual that lands on your website. Your sales reps\u2019 time needs to be reserved for engaging with high-intent leads \u2013 but how do you do that in a way that\u2019s efficient and reliable?<\/p>\n<p>Luckily, Intercom has a number of <a href=\"https:\/\/www.intercom.com\/blog\/app-store\/\">apps and integrations<\/a> that help generate more leads and allow sales reps close more deals, faster. By combining Intercom\u2019s Business Messenger with other marketing and sales tools in your tech stack, you can create scalable, sophisticated processes to de-anonymize web traffic, score potential leads, route them to the right people, and enable reps to communicate with prospects in the most effective way possible.<\/p>\n<p>Here are some tactics innovative companies are using to generate more leads and close bigger deals, faster with Intercom:<\/p>\n<h3>1. Optimize your Intercom Business Messenger to turn website visitors into quality leads<\/h3>\n<p><b>Where should you show the messenger?<\/b><\/p>\n<p><span style=\"font-weight: 400;\">There are a number of parameters you can set to determine where and when the messenger is shown. These should be set up as part of your normal Intercom setup. Usually, these include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Specific high-intent pages on your website<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Public-facing pages versus pages visible when signed-in to your product\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">After a specific amount of time is spent on a page<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">When a known visitor or customers has certain attributes (e.g. company size)<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">It\u2019s important to note that these same parameters can be used to trigger outbound messages.\u00a0<\/span><\/p>\n<p><b>What happens when your visitors are anonymous?<\/b><\/p>\n<p><span style=\"font-weight: 400;\">You could just engage with every visitor, but that\u2019s not practical for most or very effective for most, and in the end, it can waste reps&#8217; valuable time.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Using specific tools like Clearbit alongside Intercom&#8217;s Business Messenger, you can quickly de-anonymize website traffic. This will let you show the messenger or trigger personalized outbound messages to people based on specific criteria \u2013 like those most likely to engage and convert.<\/span><\/p>\n<h3><strong>2. Qualify leads before sending them on to sales\u00a0<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">There are a number of ways to qualify leads, and sophisticated marketing and sales organizations leverage multiple tactics to seamlessly qualify and route leads.\u00a0<\/span><\/p>\n<p>Typically, the criteria used for qualifying includes website activity, company details, available metadata, and lead-scoring specific to that company. It can also happen live while a lead chats with a rep on the messenger.<\/p>\n<p><span style=\"font-weight: 400;\">At Intercom, we use a tool called <a href=\"https:\/\/www.intercom.com\/blog\/app-store\/?app_package_code=madkudu-4ih3&amp;search=Madkudu\">MadKudu<\/a> to help score leads based on a number of criteria, including what they\u2019re doing on the website and existing metadata.<\/span><\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/how-to-use-intercom-to-generate-more-leads-and-close-bigger-deals-faster\/madkudu-lead-scoring\/\" rel=\"attachment wp-att-26133\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-26133\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring.jpg\" alt=\"Madkudu Lead Scoring Intercom\" width=\"1694\" height=\"756\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring.jpg 1694w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring-300x134.jpg 300w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring-700x312.jpg 700w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring-768x343.jpg 768w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring-1536x685.jpg 1536w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring-600x268.jpg 600w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Madkudu-Lead-Scoring-1400x625.jpg 1400w\" sizes=\"auto, (max-width: 1694px) 100vw, 1694px\" \/><\/a><\/p>\n<p><b>Can you score anonymous web traffic?<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Yes, you can. Using Intercom, <a href=\"https:\/\/www.intercom.com\/blog\/app-store\/?app_package_code=clearbit&amp;search=clearbit\">Clearbit<\/a>, and <a href=\"https:\/\/www.intercom.com\/blog\/app-store\/?app_package_code=madkudu-4ih3&amp;search=madkudu\">MadKudu<\/a>, you\u2019re able to score anonymous website visitors in order to determine whether or not to engage that individual with a message.<\/span><\/p>\n<h3><strong>3. Automatically route leads to the right people and provide visibility<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">Apps available from the Intercom App Store can help you automatically capture and log important interactions, route leads based on specific conditions, and provide visibility on deal activity throughout your organization. Two of our favourites at the moment are:\u00a0<\/span><\/p>\n<p><strong>Chili Piper<\/strong><br \/>\nIn addition to easy meeting scheduling from the Intercom Inbox, <a href=\"https:\/\/www.intercom.com\/blog\/app-store\/?app_package_code=chili-piper-aj5s&amp;search=chili%20piper\">Chili Piper<\/a>\u2019s advanced automated routing and scheduling ensures that meetings are sent to the right teams and fairly distributed across team members, giving your reps, prospects and customers a seamless experience.<\/p>\n<p><strong>Troops<\/strong><br \/>\n<a href=\"https:\/\/www.intercom.com\/blog\/app-store\/?app_package_code=troops-uv8q&amp;search=Troops\">Troops<\/a> is a revenue communications platform that monitors your key systems for changes, notifies associated people when specific conditions occur, and presents a list of immediate actions they can take. Teams never miss a revenue signal, allowing them to take rapid action, share intelligence, and make better and informed decisions.<\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/how-to-use-intercom-to-generate-more-leads-and-close-bigger-deals-faster\/troops\/\" rel=\"attachment wp-att-26134\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-26134\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops.jpg\" alt=\"\" width=\"2144\" height=\"1170\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops.jpg 2144w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops-300x164.jpg 300w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops-700x382.jpg 700w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops-768x419.jpg 768w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops-1536x838.jpg 1536w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops-2048x1118.jpg 2048w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops-600x327.jpg 600w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Troops-1400x764.jpg 1400w\" sizes=\"auto, (max-width: 2144px) 100vw, 2144px\" \/><\/a><\/p>\n<h3><strong>4. Enable reps to engage at the best possible time<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">Sometimes website visitors are ready to have a conversation right now. Other times they want to set up a time to talk. Regardless of the level of intent, you want to make sure your reps are able to engage at the best possible time. There are a number of integrations that make this a snap.<\/span><\/p>\n<p><b>Allow reps to live chat from <\/b><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/slack-by-intercom\"><b>Slack<\/b><\/a><\/p>\n<p><span style=\"font-weight: 400;\">Route conversations to specific Slack channels based on your team inboxes in Intercom. Then, respond right there from Slack so you don&#8217;t waste any time engaging leads while they&#8217;re still active on your site.\u00a0<\/span><\/p>\n<p><b>Automatically schedule meetings or demos with <\/b><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/calendly\"><b>Calendly<\/b><\/a><\/p>\n<p><span style=\"font-weight: 400;\">This is<\/span> <span style=\"font-weight: 400;\">perfect for off-hours or if a potential customer can&#8217;t talk now. Skip the scheduling back and forth with prospects and empower them to set up a call or demo right away. From there, Calendly will add the event to your calendar, include your Zoom link, update Salesforce, send reminders and more \u2013 all according to your settings.<\/span><\/p>\n<p><a href=\"https:\/\/www.intercom.com\/blog\/how-to-use-intercom-to-generate-more-leads-and-close-bigger-deals-faster\/calendly\/\" rel=\"attachment wp-att-26135\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-26135\" src=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly.jpg\" alt=\"\" width=\"2130\" height=\"892\" srcset=\"https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly.jpg 2130w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly-300x126.jpg 300w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly-700x293.jpg 700w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly-768x322.jpg 768w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly-1536x643.jpg 1536w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly-2048x858.jpg 2048w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly-600x251.jpg 600w, https:\/\/www.intercom.com\/blog\/wp-content\/uploads\/2021\/07\/Calendly-1400x586.jpg 1400w\" sizes=\"auto, (max-width: 2130px) 100vw, 2130px\" \/><\/a><\/p>\n<p><b>Launch meetings right away with <\/b><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/dialpad-s2c5\"><b>Dialpad<\/b><\/a><b>\u00a0<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Close high-intent deals faster by launching phone or video calls from live chat. <\/span><span style=\"font-weight: 400;\">Instantly initiate a call at any point during your chat conversation by sending a Call Me card, where customers enter their number and connect with you in seconds. When the call begins, a live transcription with real-time coaching prompts is automatically started in the Dialpad Everywhere widget, giving you a seamless transition between chat and voice.<\/span><\/p>\n<h3><strong>5. Keep data in sync and trigger campaigns outside of Intercom<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">Conversations are key moments in the customer lifecycle, and they need to be properly logged. Additionally, many organizations use sales touch points as triggers for entering leads into different marketing campaigns. Intercom works with your CRM and marketing automation tools to keep deals moving through the pipeline.\u00a0<\/span><\/p>\n<p><b>Keep your CRM data accurate\u00a0<\/b><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/salesforce-by-intercom\"><span style=\"font-weight: 400;\">Salesforce<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/pipedrive\"><span style=\"font-weight: 400;\">Pipedrive<\/span><\/a><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">View <\/span><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/?category=crm\"><span style=\"font-weight: 400;\">other CRM integrations.<\/span><\/a><\/p>\n<p><b>Track behaviors and send targeted messaging\u00a0<\/b><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/segment\"><span style=\"font-weight: 400;\">Segment<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/heap-io\"><span style=\"font-weight: 400;\">Heap<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/amplitude\"><span style=\"font-weight: 400;\">Amplitude Engage<\/span><\/a><\/li>\n<\/ul>\n<p><b>Trigger marketing campaigns\u00a0<\/b><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/hubspot\"><span style=\"font-weight: 400;\">HubSpot<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/marketo_enrichment\"><span style=\"font-weight: 400;\">Marketo<\/span><\/a><span style=\"font-weight: 400;\">\u00a0<\/span><\/li>\n<\/ul>\n<p><b>Trigger other actions\u00a0<\/b><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/zapier\"><span style=\"font-weight: 400;\">Zapier<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/apps\/tray-io\">Tray.io<\/a><\/li>\n<\/ul>\n<p>Connecting Intercom to your sales team&#8217;s tech stack doesn&#8217;t just make your customers&#8217; and prospects&#8217; experiences better, it helps your team execute their jobs more efficiently. Speaking about how <a href=\"https:\/\/survicate.com\/\">Survicate<\/a> uses Intercom&#8217;s apps and integrations, CEO Kamil Rejent says:<\/p>\n<blockquote>\n<blockquote class=\"pullquote-style-one\"><p>&#8220;Intercom apps save us at least 20% of our time \u2013 since 2015 we\u2019ve saved one year of work for each of our support, marketing, and sales teams&#8221;<\/p><\/blockquote>\n<\/blockquote>\n<p><span style=\"font-weight: 400;\">There are hundreds of apps available in our App Store with more getting added each week. All of our newest additions are highlighted in the <\/span><a href=\"https:\/\/www.intercom.com\/blog\/app-store\/?category=new-and-noteworthy\"><span style=\"font-weight: 400;\">New &amp; Noteworthy section<\/span><\/a><span style=\"font-weight: 400;\">. You can also browse by category, compatibility with the products you already use or by use case.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Don&#8217;t forget you can also <\/span><a href=\"https:\/\/developers.intercom.com\/\"><span style=\"font-weight: 400;\">build your own custom apps<\/span><\/a><span style=\"font-weight: 400;\">! Our robust APIs let you seamlessly integrate Intercom with your own product, tech stack, or other tools.\u00a0<\/span>Our <a href=\"https:\/\/developers.intercom.com\/building-apps\/docs\/canvas-kit\">Canvas Kit<\/a> makes it easier than ever to build directly into the Inbox with pre-designed and pre-built components. Now, you can create an inbox that works for you and your teams.<\/p>\n\n","protected":false},"excerpt":{"rendered":"<p>Your sales reps\u2019 time needs to be reserved for engaging with high-intent leads \u2013 but how do you do that in a way that\u2019s efficient and reliable? Here are some tactics innovative companies are using to generate more leads and close bigger deals, faster with Intercom.<\/p>\n","protected":false},"author":445,"featured_media":26132,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"category":[1],"tags":[],"coauthors":[22593],"class_list":["post-26110","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"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>How to use Intercom to generate more leads and close bigger deals \u2013 faster - The Intercom Blog<\/title>\n<meta name=\"description\" content=\"Your sales reps\u2019 time needs to be reserved for engaging with high-intent leads \u2013 but how do you do that in a way that\u2019s efficient and reliable? 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