Every company that wants to survive in today’s competitive environment is in pursuit of one thing – faster growth. In Intercom on Sales, we take you inside our journey to building a billion dollar business.
There is no shortage of sales advice for businesses – hire more people, refresh your pitch, move upmarket. But how do you sort the wisdom from the garbage? This book will help.
Intercom on Sales cover the six topics that we believe are crucial to successfully scaling your revenue:
As a company grows, sales naturally evolves from being one team to teams of teams. But in order for more people to result in more revenue, you need a well-defined plan.
Getting the sales team right is one of the hardest parts of scaling B2B sales, especially if you want to build one that is both world class and culture additive.
Today’s competitive environment calls for salespeople who are consultative, transparent and ready to move prospects through the sales cycle in real time.
Every sales manager should also be a sales coach, leveraging a data-driven approach to get their team up and over line.
Scaling up requires evolving the structure of your sales team. When done well, each iteration will enable you to maximize future revenue.
An effective sales quota philosophy straddles the line between being ambitious and being achievable, and that’s exactly what a winning locker room accomplishes.
To drive sustainable growth for the long term, you need to build a solid foundation to scale your sales team, measure its performance and optimize for continued success.
Rigorous forecasting gives you clear line of sight into your sales pipeline. It’s the kind of visibility that enables you to catch at-risk deals and spot new growth opportunities.
If you want to reach your next inflection point, you need to reinvent tech stacks as growth stacks – the suite of sales tools that unlocks new ways of selling.
Maximizing your sales capacity with live chat allows you to drive immediate revenue impact while also building for scale.
By automating away low value activities, you put B2B salespeople in a position to reclaim time for their most important work: selling.
A robust sales enablement process ensures that new features result in more customers and more revenue for the business.
It’s time to adopt a modern sales approach – one that is on demand and caters to prospects’ needs first. Here’s what you need to know about real-time sales strategies.
Every business has an invisible sales pipeline. The question is, how you will turn your invisible leads into real revenue?
When executed well, your real-time sales funnel won’t just grow your sales pipeline. It’ll also fill it with higher quality leads who are more likely to convert.
Real-time sales enables you to level up on three fundamental sales stages: acquiring, qualifying and converting leads.
To effectively leverage real-time sales, you will need to onboard your sales team to new ways of working, including when to engage leads and what tools to use.
Selling in real time requires your sales reps to exercise new muscles, so that they can quickly develop a deep understanding of their prospects’ needs.
There are hundreds of tactics that your sales reps can use to sell your product. But which ones will actually help them close more deals? And which ones will scale?
Chatbots enable you to dramatically speed up your sales process by instantly taking care of low-value tasks, such as lead qualification.
With real-time sales, your relationship with a prospect starts the instant you begin chatting. That makes it crucial to attend to contextual clues, pain points and new opportunities.
When communicating with B2B customers, pairing automated messages with videos allows you to strike the right balance between being efficient and being human.
Targeted, collaborative communication is the key to ensuring your prospects successfully complete their free trial and convert to paying customers.
Group demos bring speed to the buying process while maintaining the level of personal connection necessary to close the deal and influence decision makers.
Real cross-functional collaboration is hard to achieve and even harder to maintain. Here’s how we’ve approached aligning sales with product, marketing and support at Intercom.
By collaborating with your product team on root issues instead of features, your sales team will increase customer happiness, and as a result, deliver more revenue.
A successful sales and marketing partnership requires a mutual understanding that you’re all manufacturing the same thing: revenue for the business.
When sales and support partner closely, prospects and customers get more value from the product, and you learn faster as a sales organization too.
Sales Days provide an opportunity for employees to shadow the sales team, bringing everyone at the company closer to the customer.
Establishing a path to predictable revenue is only the start. To maintain your edge in the market, you need to constantly seek out ways to accelerate that growth.
Your organization’s ability to drive revenue growth hinges on how well you can translate everyday metrics into an actionable plan that moves the bottom line.
As you scale up, you will need to experiment with different ways to organize your sales organization. Done well, every new team will become a new growth lever.
If you want to achieve sustainable growth, you need to prioritize your customers’ long-term success, not just celebrate the first time they sign on the dotted line.
If you only serve your original customers and companies like them, you are stunting your future growth. So, how do you go about expanding your market?
B2B sales, or business-to-business sales, refers to companies who sell services or products to other companies. B2B sales often involves lengthier, more complex processes with multiple decision makers and larger average transaction sizes compared to selling directly to consumers. While many of the lessons in Intercom on Sales are relevant to any sales organization, we want to acknowledge that the book is written from the vantage point of our own business model – that is, B2B sales.
B2C sales, or business-to-consumer sales, refers to companies who sell directly to individual consumers. When you shop at your local grocery store, for example, you are partaking in B2C sales. When your grocery store buys produce to stock their shelves, that is B2B sales between food manufacturers and the grocery store. Compared to B2C sales, B2B sales often has longer sales cycles, higher price points and multiple decision makers.