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AMA: Sales Plays for Skyrocketing Growth

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In a recent AMA, Stan Massueras, our Director of EMEA Sales, sat down to answer the audience's questions about scaling sales at a billion dollar company. He shared practical advice for growing your revenue and actionable insights from our new book, Intercom on Sales.

Stan has more than 15 years of experience leading sales at high-growth companies such as Twitter, Facebook, HP, and now Intercom.

Watch the AMA here: https://inter.com/2m9oifL

Published in: Technology
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AMA: Sales Plays for Skyrocketing Growth

  1. 1. Stan Massueras Director of EMEA Sales
  2. 2. 2004 2019
  3. 3. Ask me anything
  4. 4. Do you recommend starting a pitch with a demo or a sales deck ?
  5. 5. 6.8This is the average number of people involved in most deals. Source: Harvard Business Review Always start with a deck!
  6. 6. I need to create our first sales deck, and I do not know where to start. Can you help ?
  7. 7. 1. This is not the information you communicate to the press and journalists.
  8. 8. 1. This is not the information you communicate to the press and journalists. 2. This is not the story you tell to your investors or analysts.
  9. 9. 1. This is not the information you communicate to the press and journalists. 2. This is not the story you tell to your investors or analysts. 3. It is the narrative you tell to describe a big problem (and how only you can solve it).
  10. 10. 1: Create your narrative
  11. 11. Current situation The world is changing Why does it matter? What is the impact? But there is another way… (you) It works! Social proof Time As a company, what do you stand for ? Use this structure
  12. 12. 2: Use visuals
  13. 13. 2: Use visuals 20 words per slide (max) Recommended tools for creating visuals
  14. 14. 3: Customize your slides Use logo of your prospect + Customize your slides with their branding Use mockups of the prospect using your product Use case studies from relevant industries or verticals 1 2 3
  15. 15. 4: Be concise
  16. 16. 4: Be concise 10mn/10mn/10mn Intro Inspire Closing
  17. 17. What are your top tips to run powerful sales demos ?
  18. 18. 1. What is the use case ? Ask yourself these questions
  19. 19. 1. What is the use case ? 2. What are the problems to be solved ? Ask yourself these questions
  20. 20. 1. What is the use case ? 2. What are the problems to be solved ? 3. Who is the persona ? a. Is she/he a practitioner, a manager, or C-Level ? b. What are her/his motivations ? Ask yourself these questions
  21. 21. 1. Create the map of your demo in advance. Don’t improvise! Tips:
  22. 22. 1. Create the map of your demo in advance. Don’t improvise! 2. Pause frequently to keep your prospect engaged. Tips:
  23. 23. 1. Create the map of your demo in advance. Don’t improvise! 2. Pause frequently to keep your prospect engaged. 3. Strong closing: you need 10 min to address the next steps and clear potential objections. Tips:
  24. 24. What are the tools you recommend for modern sales teams ?
  25. 25. Lead scoring Real-time translation for live chat Sales intelligence
  26. 26. How do you create a target list for outbounding ?
  27. 27. Customers who see value in Intercom
  28. 28. Customers who see value in Intercom ● Alexa score ● Level of funding ● Vertical ● B2B/B2C ● Number of employees ● Tech stack they use
  29. 29. Customers who see value in Intercom ● Alexa score ● Level of funding ● Vertical ● B2B/B2C ● Number of employees ● Tech stack they use
  30. 30. Customers who see value in Intercom Similar companies ● Alexa score ● Level of funding ● Vertical ● B2B/B2C ● Number of employees ● Tech stack they use
  31. 31. What are the books and podcasts you recommend for sales professionals ?
  32. 32. Follow Jake Dunlap on Linkedin Youtube videos of Steli Efti, CEO of Close.io Great newsletter around SaaS best practices Great blog for Sales professionals Content that I recommend
  33. 33. Delivering Happiness, the story of Zappos Books I recommend Intercom on Sales, 28 actionable plays Shoe Dog, the story of Nike
  34. 34. Which methodology do you use to hire sales reps ?
  35. 35. Worksheet we use internally
  36. 36. Agree on skills that are important for the role + your current gaps in the team Worksheet we use internally
  37. 37. Then give them a weight (this is subject to change to reflect gaps and needs of the role/team) Worksheet we use internally
  38. 38. Fill in the form after each interview Worksheet we use internally
  39. 39. Hire the candidate with the highest score Worksheet we use internally
  40. 40. How do you keep your top reps motivated ?
  41. 41. A job you are passionate about A job you are good at A job where you learn and develop new skills Pick a job Pick a job Pick a job Learn to know each other (IDP part 1)
  42. 42. Evaluation of current situation (IDP part 2)
  43. 43. What is the strategy you use with your prospects when they ask for a discount ?
  44. 44. Add %value of discount that makes sense for your business and for the customer (it has to be a win/win)
  45. 45. Add %value of discount that makes sense for your business and for the customer (it has to be a win/win)
  46. 46. Add %value of discount that makes sense for your business and for the customer (it has to be a win/win) Discount of 14%
  47. 47. Available in PDF, ePub, and mobi. Get more sales advice in our free book

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