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 [...]
Sometimes strange things happen in a selling environment – I thought I’d share one of them with you. Back in my PTC days, we competed regularly with companies like Computervision, SDRC, IBM and others. Usually this competition ended up as a benchmark where several competitors would design parts that the customer/prospect provided and the company [...]
One of the first sales managers I ever had used a saying around the office ” Don’t confuse efforts with results “. That made sense to everybody in the office because if you weren’t making your number you were going to be fired. The issue was that there were new reps like myself in the [...]
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 [...]
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 [...]
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 [...]
All right so it’s a little corny but its a valid question in this economy. As we start to come out of the worst selling time I’ve endured in my 25 year sales career, sales efficiency will be the thrust of a lot of organizations who are trying to maximize return on invested sales efforts. The [...]
A lot of people have questioned why Jesubi would start a new sales force automation company when the industry is 25 years old and arguably owned by much bigger, better funded vendors like SAP, Oracle, Salesforce.com and Netsuite. The reason is simple – we felt we had a better way to help customers sell more. [...]
I have read several blogs recently where various people have stated “cold calling is dead and in order to play in the web 2.0 game it’s all about e-marketing and lead scoring”. I won’t take anything away from those folks where e-marketing and lead scoring is working, but what happens when it is not [...]
LeadJen a marketing services company that does outsourced appointment setting was Jesubi’s first customer. Because LeadJen has to constantly benchmark itself against internal teams, maximizing sales prospecting efficiency and results are vitally important to its business. One of the benchmarks that LeadJen uses is touches per hour. How many times does a [...]
