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	<title>Jesubi &#124; Lead Tracking &#124; Sales Tracking System &#124; Lead Management System &#124; Lead Tracking Software &#124; Sales Leads Software&#187; Customer Acquisition Management</title>
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		<title>Selling Rules 102</title>
		<link>http://www.jesubi.com/2010/08/selling-rules-102/</link>
		<comments>http://www.jesubi.com/2010/08/selling-rules-102/#comments</comments>
		<pubDate>Fri, 06 Aug 2010 18:06:12 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Lead Scoring]]></category>
		<category><![CDATA[Opportunity Management]]></category>
		<category><![CDATA[Sales Tracking System]]></category>
		<category><![CDATA[SFA]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=794</guid>
		<description><![CDATA[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 [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Credibility in Selling</title>
		<link>http://www.jesubi.com/2010/06/credibility-in-selling/</link>
		<comments>http://www.jesubi.com/2010/06/credibility-in-selling/#comments</comments>
		<pubDate>Fri, 11 Jun 2010 17:14:48 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[Lead Management System]]></category>
		<category><![CDATA[Lead Tracking]]></category>
		<category><![CDATA[Sales Tracking System]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=787</guid>
		<description><![CDATA[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&#8217;s own [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Selling rules 101</title>
		<link>http://www.jesubi.com/2010/06/selling-rules-101/</link>
		<comments>http://www.jesubi.com/2010/06/selling-rules-101/#comments</comments>
		<pubDate>Wed, 02 Jun 2010 14:56:16 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Opportunity Management]]></category>
		<category><![CDATA[SFA]]></category>
		<category><![CDATA[Systematic Selling]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=783</guid>
		<description><![CDATA[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&#8217;t born on third base with an easy path to home plate.  I started with nothing and everything I&#8217;ve been able to achieve [...]]]></description>
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		<slash:comments>1</slash:comments>
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		<title>Can a sales force automation tool help a company sell more?</title>
		<link>http://www.jesubi.com/2010/05/can-a-sales-force-automation-tool-help-a-company-sell-more/</link>
		<comments>http://www.jesubi.com/2010/05/can-a-sales-force-automation-tool-help-a-company-sell-more/#comments</comments>
		<pubDate>Fri, 21 May 2010 16:52:17 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Prospecting help]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[Systematic Selling]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Opportunity Management]]></category>
		<category><![CDATA[Sales Forecast]]></category>
		<category><![CDATA[Sales Metrics]]></category>
		<category><![CDATA[SFA]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=780</guid>
		<description><![CDATA[Let&#8217;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 [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Culture of Accountability</title>
		<link>http://www.jesubi.com/2010/03/culture-of-accountability/</link>
		<comments>http://www.jesubi.com/2010/03/culture-of-accountability/#comments</comments>
		<pubDate>Wed, 10 Mar 2010 19:43:49 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Prospecting help]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Lead Scoring]]></category>
		<category><![CDATA[SFA]]></category>
		<category><![CDATA[Systematic Selling]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=773</guid>
		<description><![CDATA[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 [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The power of metrics in selling</title>
		<link>http://www.jesubi.com/2009/12/the-power-of-metrics-in-selling/</link>
		<comments>http://www.jesubi.com/2009/12/the-power-of-metrics-in-selling/#comments</comments>
		<pubDate>Tue, 29 Dec 2009 22:50:27 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[Sales Metrics]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=764</guid>
		<description><![CDATA[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 [...]]]></description>
		<wfw:commentRss>http://www.jesubi.com/2009/12/the-power-of-metrics-in-selling/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The power of a systematic approach</title>
		<link>http://www.jesubi.com/2009/12/the-power-of-a-systematic-approach/</link>
		<comments>http://www.jesubi.com/2009/12/the-power-of-a-systematic-approach/#comments</comments>
		<pubDate>Thu, 24 Dec 2009 01:17:25 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[growing revenue]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Revenue Growth]]></category>
		<category><![CDATA[SFA]]></category>
		<category><![CDATA[Systematic Selling]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=715</guid>
		<description><![CDATA[Imagine if manufacturing worked the same way most automation systems for sales worked.  100 employee&#8217;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 &#8211; how would any efficiency occur.  Think about the volume that would [...]]]></description>
		<wfw:commentRss>http://www.jesubi.com/2009/12/the-power-of-a-systematic-approach/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>What really drives an increase in the sales forecast??</title>
		<link>http://www.jesubi.com/2009/12/what-really-drives-an-increase-in-the-sales-forecast/</link>
		<comments>http://www.jesubi.com/2009/12/what-really-drives-an-increase-in-the-sales-forecast/#comments</comments>
		<pubDate>Tue, 22 Dec 2009 21:57:26 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[growing revenue]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Opportunity Management]]></category>
		<category><![CDATA[Sales Forecast]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=713</guid>
		<description><![CDATA[I have always been a big believer in activity drives results.  The best reps weren&#8217;t always the smartest ones, but the one&#8217;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 [...]]]></description>
		<wfw:commentRss>http://www.jesubi.com/2009/12/what-really-drives-an-increase-in-the-sales-forecast/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>How many touches could a sales rep touch if a sales rep could touch efficiently&#8230;</title>
		<link>http://www.jesubi.com/2009/12/how-many-touches-could-a-sales-rep-touch-if-a-sales-rep-could-touch-efficiently/</link>
		<comments>http://www.jesubi.com/2009/12/how-many-touches-could-a-sales-rep-touch-if-a-sales-rep-could-touch-efficiently/#comments</comments>
		<pubDate>Wed, 16 Dec 2009 00:13:55 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Connect Rates]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=702</guid>
		<description><![CDATA[All right so it&#8217;s a little corny but its a valid question in this economy.  As we start to come out of the worst selling time I&#8217;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 [...]]]></description>
		<wfw:commentRss>http://www.jesubi.com/2009/12/how-many-touches-could-a-sales-rep-touch-if-a-sales-rep-could-touch-efficiently/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>David versus Goliath</title>
		<link>http://www.jesubi.com/2009/10/david-versus-goliath/</link>
		<comments>http://www.jesubi.com/2009/10/david-versus-goliath/#comments</comments>
		<pubDate>Mon, 26 Oct 2009 19:06:59 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Blog]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[david versus goliath]]></category>
		<category><![CDATA[SaaS]]></category>
		<category><![CDATA[SFA]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=695</guid>
		<description><![CDATA[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 &#8211; we felt we had a better way to help customers sell more.  [...]]]></description>
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		<slash:comments>1</slash:comments>
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