Blog

Generating More Revenue From Existing Accounts

The fastest way to generate revenue is to grow existing accounts.  Most organizations spend the lion’s share of their sales efforts looking for new-logo business; with token account management programs in place for existing customers.  Many times these account management programs are more focused on customer satisfaction than revenue enhancement. The selling organization should involve top level managers and sales …

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Making The Buyer’s Short List

The better a salesperson understands his/her customer’s business, the better able the salesperson is to help the customer improve their business.  Improving a customer’s business rarely has “price” as the leading topic of interest.  Price never plays a factor in something that a buyer doesn’t want or doesn’t understand. Yet, with the pressure to deliver quarterly revenue targets, many sales …

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Getting The Prospect’s Attention

The primary objective of any sales call is to get the prospective buyer to take action.  Is a lead an actual prospect?  To qualify a lead, we must first get his attention and build his interest prior to “qualifying” him/her and moving to a next step or action.

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Welcome to the ShadeTree Technology Sales Blog!

Welcome! ShadeTree’s mission is to help sales professionals be more successful. Over the coming months we will be discussing the following topics in more detail:  Empowering salespeople to be more effective Having better sales conversations for improved results Equipping the salesforce with the right tools to be successful Ways to optimize and simplify salesforce.com for sales results and measurement Please …

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Incite: to stir up or provoke to action