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 [...]
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 [...]
Customer Acquisition Management, Customer Satisfaction, Jesubi, Programmatic Selling, Prospecting help, Sales Force Automation, Sales Management, Sales Persistency, Sales Productivity, Systematic Selling, Tribal Knowledge
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 [...]
Aprimo, Eloqua, Jesubi, Lead Scoring, Marketo, Prospecting Velocity, Sales Conversion, Sales Persistency, Sales Productivity, Tribal Knowledge, email
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 [...]
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 [...]
