One of the first sales force automation systems I was exposed to over 20 years ago was Act. Arguably one of the most pervasive sales solutions out there today. The interesting thing is the rest of the industry has followed Act in automating the selling process by automating how one records notes from calls. In a discussion yesterday with a VP of Sales whose company was purchased by IBM a few years before he noted that the dirty little secret in selling is that most sales reps don’t use the company’s Sales Force Automation solution to do their day to day activities. The feedback he was sharing is that most of them are just too clunky and not built to truly help automate the selling process.
Jesubi is a Customer Acquisition Management (CAM) solution, it truly helps sales people sell more. Some of the key differentiators of a CAM solution versus an SFA solution include programmatic selling – using the power of technology to create call cadences that everyone can use and learn from. As I stated in an earlier post it took 12 attempts to get a hold of the champion at Merrill Lynch and when we accomplished that we were tracking those attempts in excel. Jesubi automates those attempts so it is one click to leave a voicemail and one click to capture call results. Another key differentiator of a CAM solution is the ability to capture “tribal knowledge”. How many times have you wondered why the top 3 reps were always the same? The only way to compare in a traditional SFA solution is who sold how much this quarter, this year. With CAM solutions like Jesubi “tribal knowledge” is captured and helps the sales team as well as management understand do the top 3 reps do more activity, do they have a better conversion rate when they speak to someone or are they better at closing, thus enabling the team to learn from this “tribal wisdom”.
There are a whole number of ways to help sales teams sell more, Jesubi is one way that truly does automate the selling process and let a team learn as they go. Check out a demo and I believe you’ll see why a Customer Acquisition Management solution might help your team hit the targets they need to achieve.
Bill Johnson 
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We are analysts with a significant client interest in CAM solutions – are you able to provide more precise business case criteria for a CAM solution investment? Thankyou
Neil,
I apologize for the delay – call it not updating a blog enough and trying to wrap up the end of year. To answer your specific question a CAM solution should fundamentally help a sales team sell more. Within our Jesubi application we provide insights like activities per rep like everyone else – but we go several steps further such as touches per hour by rep – categorizing each touch and helping customers then understand what the conversation rate is per industry and the conversion rate by industry. A recent customer of ours launched a new product into the market place and was able to very quickly identify which industries were responding at a higher rate and which ones were not. Why waste money going after a slower moving target? Why wouldn’t you want to maximize your sales spend on those industries that have demand for your product or solution.
In addition, as a sales manager you can understand who your top reps are by activity, by conversion rate and then use institutional knowledge captured by Jesubi to leverage that across the entire sales team. I once had to let a sales rep go who I really wanted to see succeed but he had nothing to forecast. I fundamentally believe when he got a prospect on the phone he couldn’t convert them but I had no way to ascertain that. If you want to see real live data we’re happy to show why Jesubi is helping clients sell more every day.