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

Intercom, Inc.

NOVEMBER 20, 2018

Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. In this post, I outline how SaaS founders should modify their approach and implement a simple sales methodology to increase their odds of success.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

B2B Product Management

DECEMBER 6, 2016

As you can see in the picture, these categories are inbound and outbound Product Management. This division between inbound and outbound PM duties is much more pronounced at larger companies. If you are an inbound PM, you might want to take steps to get into an outbound PM role.

Analytic Tools 45

Analytic Tools Outbound Inbound Research Software 45

Pragmatic Marketing

DECEMBER 20, 2019

Even more impressive, we've scaled a 50-person Sales team that was almost entirely inbound when I started to a proper inbound/outbound Sales Org with well over 300 people, comprised of Acquisition, Customer Success, Growth and Onboarding. "In

Positioning 70

Positioning Product Marketing Marketing Analytic Tools 70

Pragmatic Marketing

DECEMBER 20, 2019

Even more impressive, we've scaled a 50-person Sales team that was almost entirely inbound when I started to a proper inbound/outbound Sales Org with well over 300 people, comprised of Acquisition, Customer Success, Growth and Onboarding. "In

Positioning 70

Positioning Product Marketing Marketing Analytic Tools 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. It’s the single best book on the topic.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156