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 [...]
Archive for the ‘Blog’ Category
December 15th, 2009
How many touches could a sales rep touch if a sales rep could touch efficiently…
Bill Johnson 
Posted in Cold Calling, Customer Acquisition Management, Programmatic Selling, Sales Connect Rates, Sales Persistency, Tribal Knowledge 
No Comments » October 26th, 2009
David versus Goliath
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. [...]
Bill Johnson Posted in Blog, Customer Acquisition Management, Jesubi, Sales Force Automation, Sales Productivity 
Tags: CRM, customer acquisition, Customer Satisfaction, david versus goliath, Jesubi, SaaS, Sales Productivity, SFA No Comments » August 22nd, 2009
Is Cold Calling Dead?
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 – [...]
Bill Johnson Posted in Cold Calling, e-marketing, Jesubi, Lead Scoring Tags: Aprimo, Cold Calling, Email Marketing, Jesubi, Lead Scoring 2 Comments » August 16th, 2009
Jesubi Doubles Sales Prospecting
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 sales rep leave [...]
Bill Johnson Posted in LeadJen, Sales Management, Sales Productivity, Sales Prospecting No Comments » August 10th, 2009
What is Prospecting Velocity™?
Most sales managers know that if they have 100 deals in the pipeline at the beginning of the quarter how many will close and how long it will take to work a prospect from the earliest stages of the sales pipeline through to closure. Unfortunately, very, very few sales people or sales managers have any [...]
Bill Johnson Posted in Prospecting help, Prospecting Velocity, Sales Connect Rates, Sales Conversion, Sales Management No Comments » July 29th, 2009
Sales Force Automation versus Customer Acquisition Management
One of the first sales force automation systems I was exposed to over 20 years ago was Act. Arguably one of the most pervasive sales solutions out there today. The interesting thing is the rest of the industry has followed Act in automating the selling process by automating how one records notes from calls. In [...]
Bill Johnson Posted in Customer Acquisition Management, Programmatic Selling, Sales Force Automation, Tribal Knowledge 2 Comments » July 27th, 2009
I ♥ Jesubi
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 [...]
July 25th, 2009
The need for professional persistence
9 years ago when I was the VP of Sales for Aprimo, Merrill Lynch was one of the accounts we were targeting as a potential customer. Aprimo sells an enterprise marketing automation solution and at that time there was not much awareness of the EMA, EMM or MRM space so there was a lot of [...]
Bill Johnson Posted in Prospecting help, Sales Persistency, Sales Techniques, Sales tips No Comments » July 18th, 2009
Ad-hoc selling versus Programmatic Selling
For 30 years software vendors have been enabling sales reps to automate contact management. All of them have operated under the same paradigm of ad-hoc selling – a rep determines when he/she will call and how often. This prevents any sort of knowledge base to be created about what works and what doesn’t. For example, [...]
October 23rd, 2008
Jesubi Offers “A Golden Parachute” to Entellium Customers
jesubi.com — Jesubi, a growing company in the CRM/SFA industry, is stepping in to help existing Entellium customers in light of recent events by offering free service to those with Entellium contracts. Entellium customers with a valid contract can now use Jesubi, sans monthly fees or setup costs! Entellium Customers click here!
