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 [...]
Archive for the ‘Prospecting help’ Category
May 21st, 2010
Can a sales force automation tool help a company sell more?
Bill Johnson 
Posted in Customer Acquisition Management, Customer Satisfaction, Jesubi, Programmatic Selling, Prospecting help, Sales Force Automation, Sales Management, Sales Persistency, Sales Productivity, Systematic Selling, Tribal Knowledge 
Tags: Cold Calling, CRM, customer acquisition, increasing sales pipeline, Jesubi, Opportunity Management, Sales Forecast, Sales Metrics, SFA, Systematic Selling 
No Comments » March 10th, 2010
Culture of Accountability
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 [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Programmatic Selling, Prospecting help, Sales Force Automation, Sales Management, Sales Persistency, Tribal Knowledge Tags: Cold Calling, CRM, customer acquisition, Customer Satisfaction, increasing sales pipeline, Lead Scoring, SFA, Systematic Selling 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 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 » 
