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Milan - June 3rd & 4th
GROWTH CONFERENCE EUROPE

Thanks to our amazing partners

Thank you! (where do participants work?)

How to Accelerate
your Sales Cycle
Date: 04/06/19

Mark Hughes
Account Executive
Dublin

Agenda
● What we have learnt through selling
● What is Real Time Sales?
● Retention is the new acquisition

If you built a great product but nobody
has heard of it ...

Did you build a great product ?

If you market a great product but
nobody pays for it ...

Have you built a business?

Most startups will fail

50%
Of startups will not raise
a seed round

90%
Of startups will shut
down within 3 years

Acquired by Atlassian for $425M

Product

Product + Marketing

Product + Marketing + Sales

Know who to sell to!

The customers everyone wants ...

The customers you want The customers that are a good fit

Customers who see value
in Intercom

in Intercom
● Alexa Rank
● Level of funding
● Vertical
● B2B/B2C
● Number of employees
● Tech-stack they use
● etc...

In Intercom
Similar companies
● Alexa Rank
● Level of funding
● Vertical
● B2B/B2C
● Number of employees
● Tech-stack they use
● etc...

Redesigning our Sales Motion ...

Site visitor
MQL
SQL
Opp
Win

Site Visitor
Opp
Win

Real-Time Sales
Webinarinvitation Live-chat
Conversation
Automated trial
start invite
(max 2 days later)
Visitor

How do we achieve this shortened Sales Cycle?

Speed and personalization

Speed and personalization at scale

Leverage automation to augment
human conversation
The new way

40%
Of new business deals go to the
vendor who replies the fastest

CONFIDENTIAL - DO NOT SHARE
Convert more website visitors with Visitor Auto Messages

Capture and qualify leads 24/7
Volume - increase lead volume without increasing
your sales team
Customisation - build your own bot workflows and paths to
reflect your different customer / product profiles
Speed - time kills deals. Reach your prospects faster
than ever before
Scale - grow without limits. Bots enable consistency and
capacity at any size

A worthwhile phone call takes 1 hour

Webinars allow you to sell to multiple prospects
at once

This is all great - so what next?

$$$ Job Done $$$

On average, 80% of new signups churn within 90
days of using your product
Harvard business review, 2018Milan - June 3rd & 4th

Best in class on-boarding

Drive product adoption
Get customers to that ‘aha’
moment or activation point
with an engaging
onboarding experience.

People like doing business with other people,
especially people they like..

Trial Success

Paying Customer

Continued Relationship

Know who you should be selling to

Being fast and personal will shorten
your sales cycle & win you more deals

A sales cycle is just the start of a
relationship, not the end

Would you be a customer of your own
company?

Thank you !
@MarkHuqhes
mark.hughes@intercom.com

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Mark Huges - GCE

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