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Saving Money is Earning Money

When you’re a kid the thing you want most in the world is to be a grown up, so birthdays are a big deal.  Presents are fun, but the thing that I looked forward to the most was the birthday card from my grandmother.  She always tucked a crisp, clean, brand new one dollar bill in it.  Over the years it never changed.  It was always a one dollar bill.  Her rule, a dollar every birthday until year eighteen, and then that’s it, and it was.  Long after my beloved grandmother passed, one day, just out of curiosity I asked my mother – why always just a dollar?  My mother replied, “Your grandmother probably still has the first nickel she ever made.”

My grandmother wasn’t the first penny pincher, nor was she the last.  People who watch every dime aren’t just those who struggle to make ends meet; even billionaires do it.  For instance, Warren Buffet; net worth nearly 60 Billion; IKEA founder, Ingvar Kamprad; News Corp. Chairman, Rupert Murdoch, and Australia’s retail king Gerry Harvey are all worth billions, but they are known to take thrifty to the extreme.

We may laugh at some of the penny pincher’s antics; we may see them as eccentric and odd, but it’s a little hard not to covet their ability to manage their money better than the rest of us.  Most people comparison shop for the big ticket items and feel a rush of happy when a good deal is had.  The same people probably use coupons at the grocery store.  The same people run businesses in less than cost effective ways because they tend to count their profit as just the dollars in the door, and ignore the dollars saved by doing things in time-saving/money-saving ways.  http://www.dreamstime.com/-image3860051

A Penny Saved…

  • Piggyback Advertising: Advertise on everything. Put your company logo on items you can give away – pencils, Post-it notes, calendars, business cards, newsletters, and every email you send – even personal.
  • Collaborative Marketing: It’s the electronic age, use the technology.  Trade advertising links with other companies.   Include “partner coupons codes” in email marketing or on your company website for like offers to give your partner’s customers. Share media space in print. Pick a partner and share the cost in newspaper ads.
  • Testimonials:  Let your happy customers tell others what you’ve done for them.  Refresh the testimonials on your website every couple of months.
  • Electronic Invoices:  Convenient for the customer, cost effective for you.
  • Online Meetings:  Cut travel costs and save time with online business meetings.  There are several sites on the Internet like GoToMeeting and WebEx that offer this service.  Meetings can be held on desktops, laptops, tablets, cell phones – anything that can connect to the Internet.  That means you can squeeze meetings in no matter where you are.
  • Form Partnerships:  Find other companies that you can trade goods or services with at no cost.  It is a financial boon for both.

Saving Time is Saving Money

Stay abreast of the different types of software being offered that automate your selling process.  Over 100,000 of the world’s most innovative companies of all sizes use Salesforce to close bigger deals faster.  It only stands to reason that if you can speed up what Salesforce does, that you will make more money by virtue of the time you save.  ShadeTree Technology’s Incite2 does just that.  It is a Salesforce add-on that gathers the information that is spread across the Salesforce site and puts it all on one page.  Your sales team can save a mountain of time by having everything they need to know about a prospect, scripted call prompts, emails and voicemail, as well as an active time line that easily documents every step taken, on one convenient screen.  Time is saved that allows more calls to be made.  Imagine the dollars you can add to your bank account.

 

The Power of Call Lists

Human nature is complex and at times counterproductive.  Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things.  We embrace our habits like they are a lifeline.  All too often we will go down with the ship, rather than jump in and swim.  Interestingly enough, it really isn’t fear of change that paralyzes us; it is fear of the unknown. We get braver with preparation and practice.

One item at a time, or a list packed with purpose?
Consider your sales team.  If you turn an introspective eye on them, what do you see?  Are they approaching their day with bad habits, or are they practicing common sense?  How do they line up their calls?  Is it a random, time-consuming hunting and pecking process, or do they build an efficient call list before dialing?

An ounce of preparation nets a wealth of results.
In order to be efficient, you must make it a habit to stay organized. Once it becomes a habit, it becomes a comfort zone.  In Salesforce you should be able to easily find any group of Leads or Contacts that you want to call. If you are having trouble organizing Contacts, try adding a custom Status field with values similar to the Lead Statuses. Use the Status fields in conjunction with other relevant information such as Title, Last Activity, or Mailing State. At the minimum, reps should be able to easily get to a list of open tasks, new leads, leads and contacts that need to be followed-up with, and any responses to marketing campaigns that have been passed to sales. The Sales Team can now generate a call list that eliminates the time and effort it takes to figure out who to call.

It’s Called Power Hour
The beauty of a list is that it allows for momentum in the calling process. Imagine what could get accomplished if you scheduled a few hours a week where reps did nothing but focus on call lists. Scheduled hours that are dedicated to call lists – and that avoid phone calls, inbound emails and meetings can bump up production. Something that should be considered a new best practice.

Supercharge the sales process.
ShadeTree Technology’s Incite2 allows sales reps to load any list into the app, see all activities on one page, and with one click they can advance to the next call in seconds.  The workload lightens and suddenly call volume triples and company profits increase.  Make common sense, common practice – and take it to the bank.

 

9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

All inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner. They ask themselves two fundamental questions:

1. “What should I do today?” (Prioritization)

2. “What do I need in order to do it?” (Execution) Read more

Resolve to Increase Calling Performance by Up to 50%

Have you broken any of your resolutions yet? Get back on track with a proven way to do your job better. (That was one of your resolutions, right?) Incite2 from ShadeTree Technology is a tool that’s changing the way your sales force will use salesforce.com.

Resolve to take charge:  You’ve heard complaints from your team for years about salesforce.com’s complexity. You’ve experienced the cumbersome clicks firsthand. You’ve seen numbers that are not confidence-building. You’ve had trouble getting an enterprise view of your department’s productivity. There is a way to take charge and do something about all these issues. Something straightforward. This isn’t a resolution to add one-hundred new products, open seventeen worldwide branches and surpass Apple in volume. This is a simple plug-in that will change the way your team sells, for the better.

Resolve to increase sales: Now where did you finish your fiscal year?  CSO Insights stated that less than 50-percent of sales teams met their quota last year. If you want to build on last year’s success or gain success this year, take a closer look at Incite2. This tool consolidates the screens your salespeople use from salesforce.com so everything they need is right in front of them. More calls (20-50% on average!). More details about each call. This automatically leads to better conversations. Which translates to what? More sales. With the changing landscape of sales, your people need to do more research than ever to make their conversations more targeted, meaningful and relevant. The way you keep track of all this information leads directly to how successful they’ll be when they do get a prospect on the line… or even when they leave a voicemail. Sure, technology can help them dial more numbers… but Incite2 ALSO makes each dial more relevant, meaningful and productive. Read more

Welcome to the ShadeTree Technology Sales Blog!

Photo: Cameron RandolphWelcome!

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 accept our invitation to provide your thoughts and feedback as a contributor to this sales community.

We look forward to sharing our experience and learning from you.

Best Regards!

Cameron Randolph