Blog entries http://www.shadetreetechnology.com Fri, 10 Feb 2012 09:34:24 +0100 FeedCreator 1.7.3 shadetreetechnologyhttp://feedburner.google.com http://feedproxy.google.com/~r/shadetreetechnology/~3/o2HXi2Iea94/the-5-personalities-of-call-reluctance-and-how-to-fix-them.html <p style="margin: 0in 0in 10pt" class="MsoNormal"><u></u></p> Instead of making calls, are your salespeople making excuses? &nbsp;It might&nbsp;happen to even the best members of your sales team from time to time. According to research from Dudley &amp; Goodson, about 40-percent of all career salespeople experience episodes of call reluctance that are serious enough to threaten their careers. <u></u> <p style="margin: 0in 0in 10pt" class="MsoNormal">&nbsp;<br />But you can&rsquo;t lump all thRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/o2HXi2Iea94" height="1" width="1"/> Cynthia Vail Thu, 11 Aug 2011 17:13:50 +0100 sales process sales conversations more dials more calls inside sales communication http://www.shadetreetechnology.com/blog/the-5-personalities-of-call-reluctance-and-how-to-fix-them.html http://feedproxy.google.com/~r/shadetreetechnology/~3/jQGQWtaHFFU/to-leave-or-not-to-leave-a-voicemail-message.html <p style="margin: 0in 0in 0pt" class="MsoPlainText">The debate about whether to leave a voicemail message on a cold call is as old as voicemail itself. You all know that leaving a voicemail rarely results in a callback, no matter how great your technique. Statistics found on various sales web sites show a range of five- to ten-percent of voicemails are returned. So even if you are spectacular at your VMs, you might top out at 25-percent call backs. So is it really worth it? </p> <p style="marRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/jQGQWtaHFFU" height="1" width="1"/> Cynthia Vail Wed, 06 Jul 2011 21:57:37 +0100 voice mail sales tools sales effectiveness getting attention communication call preparation http://www.shadetreetechnology.com/blog/to-leave-or-not-to-leave-a-voicemail-message.html http://feedproxy.google.com/~r/shadetreetechnology/~3/rZ0NKUw4OTs/three-quick-tips-for-a-better-interaction.html <p>The next target name and title for your new B-team salesperson pops up on his screen. He takes a quick look at the company web site and then punches &ldquo;dial&rdquo;. His conversation starts the exact same way his last conversation did. He doesn&rsquo;t have any context for how your company can help his target, instead using a &ldquo;One Conversation Fits Most&rdquo; approach.</p><p>How much better would his sales numbers be if he could cater each conversation to the person on the other endRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/rZ0NKUw4OTs" height="1" width="1"/> Cynthia Vail Fri, 10 Jun 2011 03:47:13 +0100 sales effectiveness sales conversations inside sales communication call research better conversations http://www.shadetreetechnology.com/blog/three-quick-tips-for-a-better-interaction.html http://feedproxy.google.com/~r/shadetreetechnology/~3/dkeuL7Py6J0/cant-we-get-more-time-.html <p>Salespeople today face a frustrating dilemma: There are too many balls to keep in the air and only so many hours a day to be making calls. A single meeting might cut into the time needed for 10 outbound calls. The prep time before a call to a C-level exec might eat up an hour or more. Fumbling through Salesforce to find the best target to call next can waste precious minutes.<br/><br />Incite2 is a tool that enables sales professionals to truly have all the information they need at their fingertiRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/dkeuL7Py6J0" height="1" width="1"/> Cynthia Vail Fri, 20 May 2011 19:01:01 +0100 sales tools optimize salesforce.com more dials more calls incite2 http://www.shadetreetechnology.com/blog/cant-we-get-more-time-.html http://feedproxy.google.com/~r/shadetreetechnology/~3/aGdksaP2q7Q/killer-voice-mail.html <p>By Jim Domanski</p><p>Are you getting a decent response when you leave a voice mail with a prospect or are you like the vast majority of tele-prospectors whose messages go unanswered?</p><p>Well over 70% of B-to-B calls encounter voice mail so it is imperative that you have a voice mail message that works for you and increases your odds of getting a call back.</p><p>Developing a 'killer' voice mail message that gets the attention of the prospect and gets your call returned doesn't have to be Read more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/aGdksaP2q7Q" height="1" width="1"/> Cynthia Vail Fri, 21 Jan 2011 04:15:08 +0100 voice mail inside sales increase revenues call preparation http://www.shadetreetechnology.com/blog/killer-voice-mail.html http://feedproxy.google.com/~r/shadetreetechnology/~3/E7_uteK6fIM/resolve-increase.html <p>Have you broken any of your resolutions yet? Get back on track with a proven way to do your job better. (That was one of your resolutions, right?) Incite2 from ShadeTree Technology is a tool that&rsquo;s changing the way your sales force will use salesforce.com.</p><p>Resolve to take charge: &nbsp;You&rsquo;ve heard complaints from your team for years about salesforce.com&rsquo;s complexity. You&rsquo;ve experienced the cumbersome clicks firsthand. You&rsquo;ve seen numbers that are not confiRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/E7_uteK6fIM" height="1" width="1"/> Cynthia Vail Thu, 20 Jan 2011 22:18:22 +0100 voice mail salesforce.com salesforce inside sales increase revenues http://www.shadetreetechnology.com/blog/resolve-increase.html http://feedproxy.google.com/~r/shadetreetechnology/~3/goBcUR8lgqc/90-minute-calling-challenge.html <p>Lay the foundation for better sales performance in 2011 by taking the Incite2 Challenge.</p>The Basics - Incite2 90-Minute Challenge Details<p>Incite 2 is a plug-in for salesforce.com that helps your sales professionals:&nbsp;</p>Make More CallsHave Better ConversationsKnow Who To Call<p><u>More calls equals more qualified leads, equaling more revenues.</u>&nbsp;</p><p>Use ShadeTree's Incite2 product for 90-minutes each day, over a ten-day trial period. &nbsp;Compare your calling results withRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/goBcUR8lgqc" height="1" width="1"/> Cameron Randolph Wed, 08 Dec 2010 19:23:59 +0100 sales offer sales effectiveness optimize salesforce.com http://www.shadetreetechnology.com/blog/90-minute-calling-challenge.html http://feedproxy.google.com/~r/shadetreetechnology/~3/uJBeJ8YxwsU/perfect-escalator-not-elevator-speech.html By Jim Domanski <p>The trouble with a classic elevator speech is that in tele-sales no one has the time or the inclination to hear what you have to say.</p> <p>Communicating by phone is different than face to face where a suspect or a prospect will grant you a few more moments if only to be courteous. On the phone it is simple and easy for a prospect to terminate the call and that's one of the main reasons why you need an escalator speech.</p> <p>An escalator speech is an abbreviated versionRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/uJBeJ8YxwsU" height="1" width="1"/> Cameron Randolph Fri, 03 Dec 2010 15:37:52 +0100 sales effectiveness getting attention better conversations http://www.shadetreetechnology.com/blog/perfect-escalator-not-elevator-speech.html http://feedproxy.google.com/~r/shadetreetechnology/~3/jE7jO0WpJOE/increase-call-volumes.html <img src="http://www.shadetreetechnology.com/images/upward_graph_2.jpg" alt="" hspace="10" align="right" />Most sales organizations will have a goal of increasing the following in 2011: Number of qualified leads Number of opportunities in the pipeline Number of closed deals <p>All of these goals have one thing in common - increasing current output levels.&nbsp; There are many ways to arrive at making the gains in output - add more people, work longer, etc.</p> <p>With many organizations using tRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/jE7jO0WpJOE" height="1" width="1"/> Cameron Randolph Mon, 29 Nov 2010 00:00:00 +0100 sales effectiveness more dials more calls http://www.shadetreetechnology.com/blog/increase-call-volumes.html http://feedproxy.google.com/~r/shadetreetechnology/~3/tUPsnL6U7lk/wiifm.html <img src="/images/WIIFM.jpg" alt="" hspace="10" width="200" height="200" align="right" /><p>Change.&nbsp; Inevitable, &nbsp;Constant.&nbsp; Everyone's talking about it.&nbsp; Social media, the new (2.0) customer, the downsized organization - and how selling strategies need to change to adapt to today's customer.</p> <p>As sellers, I think we can all agree on a few things, today's customers:&nbsp;</p>Are harder to get on the phoneAre less likely to respond to emailCan discover a lot more about usRead more<img src="http://feeds.feedburner.com/~r/shadetreetechnology/~4/tUPsnL6U7lk" height="1" width="1"/> Cameron Randolph Wed, 10 Nov 2010 00:00:00 +0100 sales effectiveness getting attention better conversations http://www.shadetreetechnology.com/blog/wiifm.html