Intercom, Inc.

SEPTEMBER 4, 2019

Sales coaching is a series of teaching methods used to improve the performance of reps. The concept of coaching is different from sales training: sales training is usually the same for everyone, while coaching is based on the individual needs of each rep. Example data sheet that I ask my reps to fill out.

Weak Development Team 175

Weak Development Team Data Visualization Outbound Sales Training 175

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

Intercom, Inc.

APRIL 4, 2019

But for some reason this is precisely what the 99% of software companies are doing when they implement the SDR/AE sales model. Created and popularized by Salesforce.com and then written about in the book Predictable Revenue , the appeal of the SDR/AE mode is obvious. Using data to drive outbound sales.

Weak Development Team 162

Weak Development Team Outbound User Testing Research Software 162

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. It’s the single best book on the topic. Mark is the Chief Revenue Officer at Hubspot, a company that has created tremendous success by perfecting the inbound marketing plus sales model.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156