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All Posts Tagged Tag: ‘sales effectiveness’

ShadeTree’s Incite2 – Fall 2010 Release – Product Spotlight – Interactive Call Lists

In this series we detail the new capabilities in ShadeTree’s Incite2 product Fall 2010 release. Incite2 helps salespeople make more calls and have better conversations – increasing sales results.

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ShadeTree’s Incite2 – Fall 2010 Release – Product Spotlight – Who To Call Dashboard

In this series we detail the new capabilities in ShadeTree’s Incite2 product Fall 2010 release. Incite2 helps salespeople make more calls and have better conversations – increasing sales results.

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Salespeople vs. Marketing Automation – Who wins the race for generating Qualified Leads?

If you are one of the companies investigating marketing automation systems then you are aware of their bold claims for generating leads.  And, they would be right.  There is much to love about the benefits of marketing automation systems. They provide one of the foundational components for Marketing 2.0.  Amongst the highlights are these systems’ ability to: Build an “intelligent”, …

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Results from ShadeTree’s Prospecting Effectiveness Survey

In August 2010 ShadeTree Technology conducted a survey that included sales VP’s and managers, inside sales managers and marketing VP’s and managers. Our short survey was focused on understanding how organizations are going about the business of prospecting.  Below we present the responses and analyze the results from the survey. 1) Does your organization have salespeople that spend the majority …

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Random Thoughts From The Field – Keeping the Big Picture in Mind

As sales professionals prepare to close out Q3 2010… here are some thoughts to stay on top of the game. 1) Understand Political Structure and Decision Making Hierarchy – Don’t get Blindsided A brilliant sales job to a prospect that doesn’t make a purchasing decision works… sometimes… but not very often.  If you are investing your own time and energy …

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How Sales Can Achieve Better Success at Key Inflection Points

A sale, like any other endeavor has key milestones that can be used to judge progress and to measure effectiveness along the way.  At ShadeTree, we call these milestones “inflection” points.  Identifying your organization’s key inflection points and measuring performance of your sales team to convert opportunities along to the next point/step is an important step in achieving a repeatable, …

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Effective Call Research – Getting it Right

Sellers seeking to be more successful are putting more emphasis on proper sales call preparation.  Competition is fierce and prospect’s available time is scarce, so seller’s have to be prepared to make the most of this limited customer-facing time…. whether on the phone or in person.  Having an effective call preparation process can significantly improve results.  ShadeTree’s Dynamic Conversation Playbooks …

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Being More Consultative – Your Quickest Way to Get Called Back

Want to know the best way to get a prospect to call you back or respond to an email? Communicate in simple language how your solution helps your prospect: Improve or better execute their business strategy Lower the risk of achieving their business strategy Solve a problem that is impacting their business strategy

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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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Incite: to stir up or provoke to action