Jesubi the first solution to bridge the gap between Marketing and Sales will be in Platinum Dreamforce sponsor Astadia’s booth 513. More and more companies realize that the digital touch marketing automation solutions provide is only beneficial if followed up by a human dialogue. Jesubi optimizes that process through it’s approach to demand generation. Jesubi enables [...]
Archive for the ‘Blog’ Category
December 3rd, 2010
Jesubi to showcase solution at Astadia’s Booth 513 at Dreamforce
Bill Johnson 
Posted in Cold Calling, Customer Acquisition Management, Jesubi, Programmatic Selling, Sales Force Automation, Sales Persistency, Sales Productivity 
Tags: Cold Calling, customer acquisition, Customer Satisfaction, growing revenue, increasing sales pipeline, Lead Management System, Lead Scoring, Sales Metrics, Sales Productivity, Sales Tracking System 
No Comments » August 6th, 2010
Selling Rules 102
The power of a good script and a great value proposition and proper motivation was something I learned at the ripe old age of 14. The freshman class of my high school had the typical fund raiser and the product we were selling was recycled paper that was manufactured into stationery and envelopes. At that [...]
Bill Johnson Posted in Customer Acquisition Management, Jesubi, Programmatic Selling, Sales Force Automation, Sales Management, Sales Productivity, Tribal Knowledge, Uncategorized Tags: Cold Calling, customer acquisition, Customer Satisfaction, increasing sales pipeline, Jesubi, Lead Scoring, Opportunity Management, Sales Tracking System, SFA No Comments » June 11th, 2010
Credibility in Selling
The numbers are in and they are very, very good. Jesubi is significantly increasing our clients sales productivity. If an owner of a company or a VP of Sales looks into his/her own forecast the reality is the forecast increases when the sales team has the opportunity to have more discussions regarding the company’s own [...]
June 2nd, 2010
Selling rules 101
I have been a sales guy ( i hesitate to use professional in the context of this story ) for 40 plus years. Like most of my peers who have been wildly successful, I wasn’t born on third base with an easy path to home plate. I started with nothing and everything I’ve been able to achieve [...]
May 21st, 2010
Can a sales force automation tool help a company sell more?
Let’s face it sales force automation tools have been around for over 25 years now. If asked how they are used most companies would reply they are a repository of all our intellectual property of business contacts, activities and customer information. No question the industry has helped companies retain the knowledge base of contacts and [...]
Bill Johnson Posted in Customer Acquisition Management, Customer Satisfaction, Jesubi, Programmatic Selling, Prospecting help, Sales Force Automation, Sales Management, Sales Persistency, Sales Productivity, Systematic Selling, Tribal Knowledge Tags: Cold Calling, CRM, customer acquisition, increasing sales pipeline, Jesubi, Opportunity Management, Sales Forecast, Sales Metrics, SFA, Systematic Selling No Comments » March 25th, 2010
What is a good lead score?
As we continue to meet with more executives in a variety of industries it is clear the marketing automation industry has arrived. The number of people implementing solutions like Marketo, Eloqua and others has grown rapidly. Most of the people we are talking to are in the B2B space and are interested in these solutions [...]
Bill Johnson Posted in Aprimo, Eloqua, email, Jesubi, Lead Scoring, Marketo, Prospecting Velocity, Sales Conversion, Sales Persistency, Sales Productivity, Tribal Knowledge Tags: increasing sales pipeline, Lead Scoring, Sales Productivity No Comments » March 10th, 2010
Culture of Accountability
Have you ever wondered why some sales teams blow their numbers out consistently quarter over quarter, year over year? In a discussion with a friend of mine we both agreed that the most successful sales teams we had encountered always had a culture of accountability. It usually started at the top and worked its way [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Programmatic Selling, Prospecting help, Sales Force Automation, Sales Management, Sales Persistency, Tribal Knowledge Tags: Cold Calling, CRM, customer acquisition, Customer Satisfaction, increasing sales pipeline, Lead Scoring, SFA, Systematic Selling No Comments » December 29th, 2009
The power of metrics in selling
I had the opportunity early in my sales career to be part of the Parametric Technology Corporation sales team. For those of you who missed it, PTC went from $ 3 million in revenue to $ 800 million in 8 years and had 40% pre-tax operating margins. That math extrapolates to a company that investors [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Programmatic Selling, Sales Force Automation, Tribal Knowledge Tags: Sales Metrics No Comments » December 23rd, 2009
The power of a systematic approach
Imagine if manufacturing worked the same way most automation systems for sales worked. 100 employee’s show up for work and each one did his/her job in whatever way he/she wanted with no respect to a process. Imagine if there was no assembly line – how would any efficiency occur. Think about the volume that would [...]
Bill Johnson Posted in Customer Acquisition Management, Jesubi, Programmatic Selling, Sales Force Automation Tags: growing revenue, increasing sales pipeline, Revenue Growth, SFA, Systematic Selling No Comments » December 22nd, 2009
What really drives an increase in the sales forecast??
I have always been a big believer in activity drives results. The best reps weren’t always the smartest ones, but the one’s who figured out how to get things done. Whether it was getting the client to take a meeting or getting thru the objections the customer inevitably throws at you, they always managed to [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Sales Force Automation Tags: growing revenue, increasing sales pipeline, Opportunity Management, Sales Forecast 1 Comment » 
