I’d be very curious to here what other’s have experienced in the pursuit of a new market or outright demand generation efforts – what’s a good number – at Team Jesubi we average about 20 to 22 touches an hour.  You might say impossible, but I’ll let you in on a little secret that has worked really well for us.  Using Jesubi’s campaign management solution for demand generation efforts we’re attempting 3 touches per day to sales executives and business owners, the first two times we hang up the last one we’ll leave a voicemail.  Why do we do that because in our business it’s all about figuring out when someone’s going to be at their desk.  We’ve found our response rates go up significantly with this cadence over leaving a voicemail today and then systematically calling back on a pre-determined cadence.  Let’s face it sales managers, marketing managers and owners of business are busy and they aren’t at their desk often, but we’ve been able to find ways to connect with them.  In implementing this new strategy our touches per hour have increased from 17 to the 20 to 22 discussed earlier.

The key is Jesubi enables efficiency.  So does excel, but excel doesn’t let you capture institutional knowledge or automate the calling cadence like Jesubi does.  Let me know what your team achieves and how they do it.

At Jesubi we are trying to change all that. We have introduced a report called Prospecting Velocity™ which enables clients to understand the efforts it takes to get a prospect into the sales pipeline. Prospecting Velocity™ takes a look at the number of attempts to reach someone, the number of conversations that occur, the time interval between calls and presents a report that shows connect rates, conversion rates at each step of the process. With this information a Jesubi customer can understand by industry, by title, by size of company what the best Prospecting Velocity™ to utilize going forward.

Jesubi has enough customer feedback to show new clients that no two clients are the same and the need for Prospecting Velocity™ in this economy is invaluable.

Wouldn’t any sales rep like to know that if he calls into a client 8 times over a 6 week period he has a 75% better connect and conversion rate than calling in once a month for 8 months? Wouldn’t a sales rep want to know that he has a 90% connect and conversion rate in 2 calls versus making 4 additional calls that add no lift. Our clients at Jesubi believe so.

Sales Management has the opportunity with Prospecting Velocity™ to understand the knowledge within the sales team as to what best practices really are instead of guessing what they are.