Groundbreaking Research unlocks the next revolution in Sales Productivity

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Thoughtful Conversations and Guided Selling

Why is it that some reps outperform others? A key research discovery observed during our consulting work with leading organizations revealed that high-performing reps have an enhanced ability to quickly reach a pain point and communicate a solution to that pain… a way to solve their prospect’s problem.

Telesales & Lead Qualification’s Role within the lead-to-sale process:

Deconstructing A “Thoughtful Conversation”

The ShadeTree team de-constructed winning conversations and discovered the following key elements:

• Persona/Role Specific - A prospect’s title rarely gives complete insight into their role in a purchasing decision. The notion of a Persona expands on title information to include the prospect’s role in the purchase decision and their functional area - providing valuable context for an appropriate conversation.
• Information Sequence - Identifiable patterns become visible in increasing conversational effectiveness. How information is delivered and in what sequence has a significant impact in establishing initial attention and interest.
• Areas-of-Interest Weighting - Discovering “what” is uniquely important to a prospect and “how” important it is to them greatly impacts a prospect’s willingness to take action after the first call. Measuring and reporting on these prospect responses provides ongoing “focus-group-like” feedback to tune corporate messaging to be more relevant in engaging prospects.

Incite2 enables “Thoughtful Conversations”… delivered through customizable, role specific prompts and questioning that incorporates our innovative feedback weighting capabilities.

Incite2’s Guided Selling - A Roadmap for Successful Calls

Our research further revealed that successful calls had key milestones of progress as they progressed from beginning-middle-to-end. In the absence of another formal methodology, ShadeTree utilizes a tried-and-true method called AIDA as a call progression roadmap for getting attention, gaining interest, creating desire and inciting action from the prospect:

• Attention
• Interest
• Desire
• Action

 Incite2 utilizes AIDA or other call methodologies to accelerate lead qualification and telesales process.

Science vs. Guesswork – Information is the Key

Sales Directors are faced with a dilemma – How do I obtain better results in a more leveraged and efficient manner than standing over my people’s shoulders and providing one-on-one coaching?

The benchmark measurement of inside sales managers has traditionally been number-of-dials per rep. The issue with this one measurement is that the “effectiveness” of each dial can’t be measured. It doesn’t provide any insight to corrective actions that will lead to continuous improvement and better results… so perhaps the benchmark isn’t measuring the right thing.

Consider this… If all you can measure is dials, then you are missing out on the following:

• What are the actual number of conversations taking place?
• How many qualified leads are being produced?
• Why a lead actually rates as a qualified lead (i.e. decision maker, budget, timeframe, key MBO)?
• Which campaigns yielded the highest numbers of qualified leads?
• Which personas/roles generate the most closed opportunities?

Incite2 provides answers - that add value across the entire sales and marketing ecosystem, including inside sales, field sales and marketing.

Unlock your next revolution in Sales Productivity

Incite2 provides the key metrics you need to measure individual performance, team results and implement the foundation for improving lead qualification and telesales performance across your organization.

No information = No Improvement.

Solution - Director of Inside Sales
Solution - Inside Sales Rep
Solution - Sales Operations
Solution - VP of Sales
Solution - Campaign Manager