Product Features
How Incite Makes More Calls and Improves Conversation Quality
Product Features
What Contributes to Making More Calls?
Leading sales organizations have recognized that they must make the most of the limited time they have to get a prospect’s attention and interest.
Three factors can be altered to improve the number of calls made by selling professionals:
- Speed up the steps involved to make every call
- Reduce the number of steps required to make every call
- Recapture time from other tasks related to calling
Speed Up The Steps Involved to Make Every Call
The following are capabilities that ShadeTree's Incite2 product uses to speed up common tasks to every call:| Single Screen Interface |
Simplify CRM system with a single screen interface designed for salespeople Reduce the number of screens needed to make calls from six to one Support each phase of the call: prepare, engage and record |
| Call-Down Lists |
Use lead, contact, task or activity views to build a call-down queue Quickly move from one call to the next with “1 Click” |
| Graphical Activity Summary |
Provide comprehensive, rapid understanding of prospect's past activity Quickly review a prospect's interest through campaigns, emails, calls that the prospect has been involved with |
| Pre-Fetched Searches |
Support at-a-glance views of duplicate leads, contacts or accounts, co- worker conversations and opportunities Conduct quicker research and cleansing of data internal to salesforce.com |
|
Subscription Service Pre-Filled Search Terms |
Pre-filled information service search terms with name and company information saves typing time Faster access to information services such as LinkedIn, Hoovers, Jigsaw |
| Quick Send / Record |
Quickly send and record communications (call prompt, voicemail, email) in two clicks with no typing |
| Call Detail Recording |
Checkboxes & importance ratings for common questions speeds documentation of prospect situation, needs / desires |
|
Smart-Defaults & Click-and-Type |
Natural language smart defaults record next steps quickly “Click-and-type” data entry enables rapid entry of call notes and next steps without having to go to separate screen |
Reduce The Number of Steps Required to Make Every Call
The following are capabilities that ShadeTree's Incite2 product uses to reduce the number of steps for every call:| At-a-Glance Views | Avoid unnecessary searches of duplicate leads, contacts or accounts, co-worker conversations, active-won-lost opportunities |
|
Customizable Quick Reference Menu Bar |
Brings all salesforce.com data directly into the single screen interface for quick reference Configurable links support access to external information such as data sheets, intranets, sales documentation, kill points, case studies, etc. |
|
Better Workflow - Simple, Repeatable, Professional Process |
The Prepare-Engage-Record process saves time over inconsistent, ad-hoc and random call processes Spend less time with each prospect by quickly getting their attention and interest with buyer-specific messaging Increase response rates with multi-touch, educational sales communications Reduce the number of calls it takes to get the prospect to take the next step by outlining clear conversation standards incorporating BANT (Budget, Authority, Need and Timeframe) objectives directly into call flow |
Recapture Time from Other Tasks Related to Calling
The following are capabilities that ShadeTree's Incite2 product uses to recapture time from other tasks related to calling:|
Standardized Lead and Opportunity Summary Reports |
Provide standardized report documentation for “senders” to share with all stakeholders vs. one-off individual documentation that requires considerable manual data processing timeConsistent format reduces the effort required for “receivers” to quickly digest, assess and act on information |
|
Remove Unqualified Prospects from Pipeline Earlier |
Using clear qualification standards, eliminate unqualified prospects earlier and spend that time on qualified buyers instead |
Newsletter Signup
