Monthly Archive for: ‘September, 2010’

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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Who to Call Dashboard Demonstration

The Who-to-Call Dashboard is designed to remove all the confusion about figuring out which list to use and which people to call.  The dashboard provides a single, world view of the database, personalized for each rep, to keep calling efforts focused and call queue management simple.  With the Incite2 Who-to-Call dashboard, sales reps can focus on calling their most important …

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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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Incite: to stir up or provoke to action