Intercom, Inc.

APRIL 4, 2019

What we’ve done instead is to have very well-coordinated schedules [for sales reps] so that we still maintain those single minute SLAs to respond to leads. Reps will be in inbound, lead-taking mode for two hour blocks throughout the day and they’ll take them through qualification all the way through to close.

Weak Development Team 162

Weak Development Team Outbound User Testing Research Software 162

Pragmatic Marketing

OCTOBER 11, 2019

So as part of your launch plan to then do you have a sort of sales enablement and sales training piece of it that your group handles? So recently, we've got a few people who look after that full time who are closer to the sales team people who sort of came up through the ranks of the sales team. Yeah, absolutely.

Product launches 70

Product launches Research Software User Testing Product Research 70

Pragmatic Marketing

OCTOBER 11, 2019

So as part of your launch plan to then do you have a sort of sales enablement and sales training piece of it that your group handles? So recently, we've got a few people who look after that full time who are closer to the sales team people who sort of came up through the ranks of the sales team. Yeah, absolutely.

Product launches 70

Product launches Research Software User Testing Product Research 70

Intercom, Inc.

JANUARY 16, 2019

If you want to understand how to build a great SaaS sales organization, you should read Mark Roberge’s The Sales Acceleration Formula. Mark is the Chief Revenue Officer at Hubspot, a company that has created tremendous success by perfecting the inbound marketing plus sales model. Tonni Bennett, VP of Sales, Terminus.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156