What is sales tracking?

Sales tracking is the process of identifying potential leads at the top of the sales funnel and tracking interactions with them throughout the sales process. With sales tracking software, you can build a more effective sales process that provides crucial insights on the impact of your messaging and increases conversions.

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Up to 33%

Revenue increase that sales teams who follow a defined process bring in, compared to teams that don't

Up to 50%

Percentage of sales that will go to the business that responds to a lead first

Up to 36%

Increase in conversion rate for visitors who interact with Intercom bots on your website

5 steps of the sales process

You can break the sales process down into 5 steps, with each step placing the customer at a specific part of the sales funnel.

    1. Generation

    The sales process starts with lead generation. For online businesses, your web pages are your most powerful tool for generating and capturing leads, since visitors have already demonstrated interest in your product or service.

    2. Qualification

    Qualification is the process of discovering whether you are a good match for your leads and they are a good match for you. Sales teams then use this information to prioritize leads and customize messaging.

    3. Product evaluation

    In the product evaluation stage of the sales process, your sales team demonstrates how the product can solve the customer’s problems by giving them a detailed understanding of how it works.

    4. Closing

    The whole process hinges on sales pushing the customer over the finish line by making final appeals, hammering out the details of the sale and closing negotiations.

    5. Follow-up

    This final stage of the sales process is a whole new process in itself: that of nurturing a converted sale into a lifelong customer. Properly onboarding and educating customers post-sale will decrease churn and boost lifetime value so each sale counts that much more.

How to convert your sales leads with Intercom

Sales tracking is only valuable if you can use the tracked data to convert. Our platform gives sales teams a powerful toolkit to engage and convert leads at all stages of the qualification process.

  • Code-free customization

    In just a few minutes and with no coding necessary, sales and marketing teams can design chatbots that will target leads with customized messages and place them on a personalized sales path.
  • Qualify sales leads around the clock

    There’s no vacation for chatbots – they are initiating conversations, asking questions, and moving leads along the sales pipeline day and night.
  • Integrate with external CRMs

    Our platform connects with your sales stack so there’s never a pause in workflow when moving leads through your sales pipeline.
  • Test sales messaging

    A/B test different variants of your sales messaging and use our reports to identify the messages that are your best closers at different sales stages. Then take action to scale those actions to increase your deal count.

Connect your sales stack with these 4 Intercom integrations

Integrations with popular CRM and sales software let you plug Intercom seamlessly into your sales stack.

  • Salesforce

    Intercom integrates data from Salesforce to efficiently segment leads, target them with personalized messaging and route them to a salesperson who can see all previous engagements with the lead in Salesforce.
  • Pipedrive

    Combine and access all information on deals, leads and engagements across both platforms. Sales teams can see a lead’s profile from Pipedrive while engaging leads on Intercom. Conversations automatically sync to that profile so they are accessible on Pipedrive.
  • HubSpot

    Leads captured and qualified on Intercom are automatically sent to HubSpot and all conversations are logged in HubSpot’s activity timeline. Similarly, sales teams can access crucial HubSpot data on leads right from their Intercom inbox.
  • Slack

    Rather than jumping back and forth between apps, sales teams can engage and convert leads directly from Slack. You can route conversations to the right salesperson based on Intercom team inboxes while real-time syncing retains the full conversation history on both platforms.

How Intercom takes sales tracking to the next level

Automating critical parts of your workflow lets you engage more leads, speed up sales cycles, and increase conversion.

  • Accelerate sales cycles

    Custom-designed bots engage, qualify, and route customers automatically, putting more leads in the pipeline and freeing up bandwidth for your sales team to target more efficiently and convert leads quicker than ever.
  • Build relationships at scale

    A personalized experience makes a happy customer. Proactively engaging visitors with targeted messaging every time they visit will convert them into customers at a higher rate and keep them coming back.
  • Engage and qualify every lead

    Never miss a lead again with live chat and chatbots. Automation frees small businesses from manpower constraints and makes engaging and qualifying customers simpler than ever.
  • Increase lead conversions

    More personalized visitor interactions lead to more conversions. With automated chatbots your sales team will segment and follow-up with leads more efficiently and target messaging more accurately.

"Intercom has now essentially become our customer relationship management system of record. We use it for tracking the entire customer lifecycle; from prospect, to free trial user, to paid user, and beyond. With Intercom, we've increased the number of website visitors who start a free trial by 18%!"

Jon Falker

Director of Marketing, Glidr