It is clear as we talk to sales leaders that at the same time they want quality leads for their sales teams, fundamentally in a B2B world it is almost impossible to score a lead accurately until a sales rep picks up the phone or engages in an email dialogue with a prospect.  No amount of white paper downloads or website visits or email opens or clickthru’s can validate what  a lead is truly worth to the organization until that conversation occurs.  Yes an inbound inquiry that says I am interested and want to purchase is incredibly valuable, but there are so many other times when a customer is doing due diligence on an industry, gaining insight competitively or looking for a new job that once again is hard to score accurately until a conversation occurs. 

That’s where the inherent analysis of each conversation that occurs within the sales organization occurs.   By categorizing the initial disposition of the outcome of the call and then capturing on what attempt it occurred on and the interval in between Jesubi creates Prospecting Velocity reports.  We have filed a patent on it as more and more customers come to depend on it to help them assess their own sales efforts when it comes to funnel managment and they tell us they can’t get that information anywhere else. 

Our goal is to integrate in Prospecting Velocity with some of the other Marketing Automation solutions so we can bring the scoring together with the sales reps activity.  In that way both sales and marketing can gain a true appreciation for all of the Marketing Qualified Leads being generated and assess their true value to the organization.

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.