The power of a good script and a great value proposition and proper motivation was something I learned at the ripe old age of 14. The freshman class of my high school had the typical fund raiser and the product we were selling was recycled paper that was manufactured into stationery and envelopes. At that [...]
Archive for the ‘Tribal Knowledge’ Category
August 6th, 2010
Selling Rules 102
Bill Johnson 
Posted in Customer Acquisition Management, Jesubi, Programmatic Selling, Sales Force Automation, Sales Management, Sales Productivity, Tribal Knowledge, Uncategorized 
Tags: Cold Calling, customer acquisition, Customer Satisfaction, increasing sales pipeline, Jesubi, Lead Scoring, Opportunity Management, Sales Tracking System, SFA 
No Comments » May 21st, 2010
Can a sales force automation tool help a company sell more?
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 [...]
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 25th, 2010
What is a good lead score?
As we continue to meet with more executives in a variety of industries it is clear the marketing automation industry has arrived. The number of people implementing solutions like Marketo, Eloqua and others has grown rapidly. Most of the people we are talking to are in the B2B space and are interested in these solutions [...]
Bill Johnson Posted in Aprimo, Eloqua, email, Jesubi, Lead Scoring, Marketo, Prospecting Velocity, Sales Conversion, Sales Persistency, Sales Productivity, Tribal Knowledge Tags: increasing sales pipeline, Lead Scoring, Sales Productivity 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 » December 29th, 2009
The power of metrics in selling
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 [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Programmatic Selling, Sales Force Automation, Tribal Knowledge Tags: Sales Metrics No Comments » December 15th, 2009
How many touches could a sales rep touch if a sales rep could touch efficiently…
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 [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Programmatic Selling, Sales Connect Rates, Sales Persistency, Tribal Knowledge No Comments » July 29th, 2009
Sales Force Automation versus Customer Acquisition Management
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 [...]
Bill Johnson Posted in Customer Acquisition Management, Programmatic Selling, Sales Force Automation, Tribal Knowledge 2 Comments » 
