Jesubi’s patent pending Prospecting Velocity report shows marketers and sales managment what the demand generation bell curve looks like so no call is wasted and more importantly no lead is wasted by too few attempts.

Astadia has partnered with Jesubi to help clients bridge the gap between sales and marketing.  Come see us at Booth 513.

The above statistics regarding the increase in sales conversations is exactly what Jesubi has enabled for a $ 4 billion company.  They have witnessed a 72% productivity increase in the number of sales conversations their sales team had in a year over year comparison with one of the major CRM vendors.  Imagine what that 72% increase could do to your teams forecast.  The forecast won’t change by itself – the sales team needs to drive more activity earlier in the sales funnel. 

Jesubi enables our clients to track their sales more closely than ever before.  You can know what leads are tracking thru the process.  You can know which reps are converting clients to proposals at the highest rates.

As I shared the above metrics with our sales team today, I pointed out to them that I don’t know of a single sales manager, business owner or sales rep that would not want to have that same 72% increase.  It’s a question of credibility.  We have to be able to share the value that our solution is providing, by helping clients optimize their sales funnel in the most efficient means possible.   The only way to drive the increases our clients are seeing is to a: enable a systematic approach and b: make it easy for sales reps to utilize.  Both are being accomplished every day with Jesubi. 

Let us show you in a 30 minute demonstration how Jesubi can give you that 72% increase – after the demonstration we’ll be happy to let you take Jesubi for a 30 to 60 day test drive with some minimal training requirements. 

Just think what  a 72% increase to your forecast would be worth…

Good selling!

Fundamentally, at Jesubi we spend our waking moments trying to figure out how we can help our clients sell more.  One of our clients saw a 3x improvement in number of sales meetings that occurred, another client saw a 58% increase in “reach rates”.   If you can get in front of more people you should be able to fundamentally sell more assuming the people you are getting in front of fit the profile of companies you sell to. 

Within the next 90 days, you will see Jesubi release solutions that address what we’re calling “total funnel management”.  How many leads does a company start with, moving to how many activities does it take to drive a sales meeting, how many meetings does it take to drive a proposal/quote, how many proposals/quotes does it take to close a deal.  It’s not rocket science, but according to our customers no one does it well today.  We think by providing that insight we can indeed help our clients sell more.

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.

We find that more and more companies adopting Jesubi want the level of accountability Jesubi provides for funnel management.  Its hard to have a great forecast without having great activity front ending the forecast.   Our customers now understand for every 10 conversations they have they get 3 meetings and from every 3 meetings they get a new name customer.  When you have metrics like that you can instill that culture of accountability and have everyone contributing at a similar level.

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.

The professionalism in our approach helped win our contact over, we didn’t call 12 times in a day or 12 times in a week, but spread the calls out over a 3 month period, always leaving a professional voicemail with our value proposition and a specific call to action.

We were tracking that persistence with excel spreadsheets back then, but now with the creation of Jesubi we have enabled that functionality within the core product application. Check out Jesubi and maybe Jesubi can help you win your next major opportunity.