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.