Resources
Making More Calls Whitepaper
In a business-to-business environment, the telephone is used as a key tool throughout the sales process to schedule initial conversations, conduct lead qualification and steward an opportunity to closure.
Sales management is continually on the lookout for ways to increase sales results. For sales organizations that use the telephone as a primary means of prospecting, new technology advances and process improvements offer breakthrough performance enhancements.
This whitepaper details an approach to make more calls using ShadeTree's Incite2 product for salesforce.com and a simple but powerful method to improve calling results using ShadeTree's Dynamic Conversation Playbooks.
Engaging In Effective Sales Conversations Whitepaper
In a business-to-business environment, sales conversations are a key element to successful sales results.
In this whitepaper we examine the difference between optimized sales conversations and less effective ad-hoc approaches. We include concrete steps that sales professionals and management can take today to improve the conversations your sales team will be having with prospects tomorrow.
Conversations are utilized throughout the sales process from initial conversations through lead qualification and opportunity development and eventually closing a deal.Yet, little attention has been given to being more effective with the actual sales conversation. With such a high level of dependency on effective sales conversations, what opportunity exists for sales management and salespeople to improve their results by having better conversations?
Optimizing Getting in the Door - Miracles or Process
CSO Insight’s Jim Dickie & Barry Trailer define and explain lead conversion management and offer statistics of top performing organizations.
Doing more with less in 2009
In the most recent CSO Insights Survey, 70% of the 1,800 respondents say that they are caught on the horns of the same economic dilemma: quotas are up while sales support is flat or declining. In this complimentary presentation, Jim Dickie will be joined by ShadeTree Technology CEO Jim Banks, and together they will present data from the 2009 CSO Insights Survey that can help you to keep your pipeline full, help your team make their numbers, improve your conversion rates in a down economy.
ShadeTree’s Incite2 product is demonstrated using the Prepare, Engage and Record approach to improving conversion management.
Videos
Incite2 Product Introduction
Jim Banks, ShadeTree CEO
Dun & Bradstreet Interview
Increasing Sales Results
