Can a sales force automation tool help a company sell more?

Bill Johnson — Fri, 21 May 2010 16:52:17 +0000

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 customers, most companies don’t have a good means to capture activity information as it’s far easier to call some one or send an email from outlook than it is to utilize traditional tools. If you want to drive sales behavior it has to be compensated and it needs to be easy. Most tools fall down on it needs to be easy.

Fundamentally, at Jesubi we spend our waking moments trying to figure out how we can help our clients sell more. One of our clients saw a 3x improvement in number of sales meetings that occurred, another client saw a 58% increase in “reach rates”. If you can get in front of more people you should be able to fundamentally sell more assuming the people you are getting in front of fit the profile of companies you sell to.

Within the next 90 days, you will see Jesubi release solutions that address what we’re calling “total funnel management”. How many leads does a company start with, moving to how many activities does it take to drive a sales meeting, how many meetings does it take to drive a proposal/quote, how many proposals/quotes does it take to close a deal. It’s not rocket science, but according to our customers no one does it well today. We think by providing that insight we can indeed help our clients sell more.

I ♥ Jesubi

Bill Johnson — Mon, 27 Jul 2009 09:49:00 +0000

In my 25 years of selling technology solutions, I have never had a customer request a t-shirt that said I “love” my vendor. Well that all changed a few weeks ago when several employees of a Jesubi customer requested that if we made them they would wear them. Naturally, as a vendor of customer acquisition management solutions trying to redefine the sales force automation space we were excited to honor their requests and print them up. It is a great testimony to a company when this type of request comes up.

It is hard enough selling in this economy that your solution provider shouldn’t make it any more difficult to sell because of user inefficiency or poor analytics. This request would not have occurred with just a good technology platform, it also comes down to people who care about helping their clients get the job done. The Jesubi team indeed does care about the outcomes of our clients success. The mantra on the development team follows the Staple’s “EASY” button if we can’t make it easy we don’t do it. The implementation and training team follow the same mantra. Keep training simple, but let the technology enable more efficiency.

Hopefully everyone out there with a sales team trying to acquire new business will some day have their own I “love” Jesubi t-shirt.

» Customer Satisfaction

Can a sales force automation tool help a company sell more?

I ♥ Jesubi