Overview

Jesubi drives significant productivity

Jesubi was built to address the ad-hoc nature of selling with a systematic approach to enable pre-determined selling cadences to be used as well as a focus on end-user productivity. Jesubi’s first customer was LeadJen, LLC a marketing services company that provides inside sales services to a variety of companies. In 2006 LeadJen was averaging 7.2 touches per hour per employee – a touch being an email sent, a voicemail delivered, or a productive conversation using traditional technology like Salesforce.com, Netsuite or Microsoft CRM. Jesubi was created to help drive significant productivity to LeadJen’s team. The first version of Jesubi was released in April of 2007 to LeadJen, within the first 30 days the team’s productivity as measured by touches per hour jumped from 7.2 touches per hour to over 17 touches per hour an increase of over 200%.

Ad-hoc selling vs. Systematic selling

Ad-hoc selling means a sales rep logs into a sales force automation solution and who to call, how often to call, what time of day to call, how long between calls is all left up to each sales rep. If one rep calls a prospect 12 times in a day and another rep calls once a month for 12 months one rep is obnoxious and another rep is not recent or frequent enough to be retained in the prospects mind. Since every rep is doing his/her own thing there is no way to build a knowledge base about the sales process in terms of how many attempts, how often, etc. should really be occurring. What ends up happening is one rep sells more than another and he/she is identified as being a good sales rep, when in actuality that rep may have greater activity, or better conversational skills, or better at objection handling or a variety of other attributes but none of those are captured or shared with management.