A Purpose-Built Solution for Inside Sales - Like A Hammer to a Carpenter

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Inside Sales Reps are facing the following challenges: 

• Balancing call prep time and getting all the calls made:
  • The set-up and research part of each call is increasing
  • Information sources seem to be expanding daily - Social networking, Hoovers, company news, press releases, etc.

• Boiling down company messaging into winning statements that capture the prospect’s attention, stimulate their interest and incite action:
  • Knowing what information to deliver when you do get a prospect on the phone is challenging
  • Data from marketing, sales collateral, the company web site, campaigns, etc. doesn’t translate well to “razor-sharp” data delivery needed on phone calls and email follow up

• Appreciation from outside sales and management about the difficulty of the lead qualification/telesales job:
  • Prospects are doing more of their own research on-line
  • Multiple decision makers and complex or unclear buyer decision processes make the job of penetrating an account and gaining traction complex and time-consuming
  • Time spent on the phone with prospects is decreasing
  • Lead volume from marketing will not increase significantly to support a dramatic increase in qualified leads or sales that you can deliver

How ShadeTree Incite2 Helps Inside Sales Account Reps:

Incite2 – Prepare Phase - Increases Productivity

• Accelerates call preparation and research phase - review pertinent information, search for duplicates, in one place
• Enhances quantity and quality of research - eliminate non-qualified leads quicker with insight from Timeline, Acct, Oppy and CoWorker info
• Quickly prioritize the most productive leads to work / follow up

Incite2 - Engage Phase - Improves Lead Conversion Rates

• Call prompts - Allow you to work with marketing and sales managers to hone messaging and fine tune delivery to increase your success in:
  
  • Getting Attention
  • Gaining Interest
  • Creating Desire, and
  • Inciting Action from the prospect
• Customize Delivery By Role - customized call prompting by role, title, demographic, etc. allows you to further hone messaging to grab attention and interest

Incite2 - Record Phase - Increases Transparency and Accountability

• New insights and visibility – are provided to assist lead qualification and telesales reps in managing and improving results
• Accountability extends to outside reps - to work the leads delivered by inside sales… qualified leads can’t hide!
• Improves lead acceptance - rich information passed from inside to outside rep increases lead acceptance vs. a random set of notes in Salesforce