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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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, [...]
