Mark Huges - GCE
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#GCE June 3rd and 4th 2019 in Milan @ Palazzo delle Stelline Growth Conference Europe organized by Growth Hacking Day and Growth Marketing Conf. www.growthconference.eu Video Available at http://bit.ly/GCEVideo Slides uploaded by Andrea Roberto Bifulco, for any info: andrea@ghday.it
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Mark Huges - GCE
- 1. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 2. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE Thanks to our amazing partners
- 3. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE Thank you! (where do participants work?)
- 5. How to Accelerate your Sales Cycle Date: 04/06/19 Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 6. Mark Hughes Account Executive Dublin Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 7. Agenda ● What we have learnt through selling ● What is Real Time Sales? ● Retention is the new acquisition Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 8. If you built a great product but nobody has heard of it ... Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 9. Did you build a great product ? Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 10. If you market a great product but nobody pays for it ... Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 11. Have you built a business? Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 12. Most startups will fail Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 13. 50% Of startups will not raise a seed round Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 14. 90% Of startups will shut down within 3 years Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 15. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 16. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 17. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 18. Acquired by Atlassian for $425M Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 19. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 20. Product Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 21. Product + Marketing Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 22. Product + Marketing + Sales Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 23. Know who to sell to! Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 24. The customers everyone wants ... Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 25. The customers you want The customers that are a good fit Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 26. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 27. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 28. The customers you want The customers that are a good fit Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 29. Customers who see value in Intercom Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 30. Customers who see value in Intercom ● Alexa Rank ● Level of funding ● Vertical ● B2B/B2C ● Number of employees ● Tech-stack they use ● etc... Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 31. Customers who see value In Intercom Similar companies ● Alexa Rank ● Level of funding ● Vertical ● B2B/B2C ● Number of employees ● Tech-stack they use ● etc... Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 32. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 33. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 34. Redesigning our Sales Motion ... Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 35. Site visitor MQL SQL Opp Win Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 36. Site Visitor Opp Win Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 37. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 38. Real-Time Sales Webinarinvitation Live-chat Conversation Automated trial start invite (max 2 days later) Visitor Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 39. How do we achieve this shortened Sales Cycle? Milan - June 3rd & 4th
- 40. Speed and personalization Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 41. Speed and personalization at scale Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 42. Leverage automation to augment human conversation The new way Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 43. 40% Of new business deals go to the vendor who replies the fastest Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 44. CONFIDENTIAL - DO NOT SHARE Convert more website visitors with Visitor Auto Messages Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 45. CONFIDENTIAL - DO NOT SHARE 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 Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 46. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 47. A worthwhile phone call takes 1 hour Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 48. Webinars allow you to sell to multiple prospects at once Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 49. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 50. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 51. This is all great - so what next? Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 52. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 53. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 54. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 55. $$$ Job Done $$$ Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 56. On average, 80% of new signups churn within 90 days of using your product Harvard business review, 2018Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 57. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 58. Best in class on-boarding Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 59. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 60. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 61. CONFIDENTIAL - DO NOT SHARE Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 62. Drive product adoption Get customers to that ‘aha’ moment or activation point with an engaging onboarding experience. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 63. People like doing business with other people, especially people they like.. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 64. Trial Success Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 65. Paying Customer Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 66. Continued Relationship Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 67. Know who you should be selling to Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 68. Being fast and personal will shorten your sales cycle & win you more deals Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 69. A sales cycle is just the start of a relationship, not the end Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 70. Would you be a customer of your own company? Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 71. Thank you ! @MarkHuqhes mark.hughes@intercom.com Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 72. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE
- 73. #GCE
- 74. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE Thanks to our amazing partners
- 75. Milan - June 3rd & 4th GROWTH CONFERENCE EUROPE