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	<title>Jesubi &#124; Lead Tracking &#124; Sales Tracking System &#124; Lead Management System &#124; Lead Tracking Software &#124; Sales Leads Software&#187; Tribal Knowledge</title>
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		<title>Selling Rules 102</title>
		<link>http://www.jesubi.com/2010/08/selling-rules-102/</link>
		<comments>http://www.jesubi.com/2010/08/selling-rules-102/#comments</comments>
		<pubDate>Fri, 06 Aug 2010 18:06:12 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Lead Scoring]]></category>
		<category><![CDATA[Opportunity Management]]></category>
		<category><![CDATA[Sales Tracking System]]></category>
		<category><![CDATA[SFA]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=794</guid>
		<description><![CDATA[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 [...]]]></description>
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		<title>Can a sales force automation tool help a company sell more?</title>
		<link>http://www.jesubi.com/2010/05/can-a-sales-force-automation-tool-help-a-company-sell-more/</link>
		<comments>http://www.jesubi.com/2010/05/can-a-sales-force-automation-tool-help-a-company-sell-more/#comments</comments>
		<pubDate>Fri, 21 May 2010 16:52:17 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Prospecting help]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[Systematic Selling]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Opportunity Management]]></category>
		<category><![CDATA[Sales Forecast]]></category>
		<category><![CDATA[Sales Metrics]]></category>
		<category><![CDATA[SFA]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=780</guid>
		<description><![CDATA[Let&#8217;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 [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>What is a good lead score?</title>
		<link>http://www.jesubi.com/2010/03/what-is-a-good-lead-score/</link>
		<comments>http://www.jesubi.com/2010/03/what-is-a-good-lead-score/#comments</comments>
		<pubDate>Thu, 25 Mar 2010 09:21:19 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Aprimo]]></category>
		<category><![CDATA[Eloqua]]></category>
		<category><![CDATA[Jesubi]]></category>
		<category><![CDATA[Lead Scoring]]></category>
		<category><![CDATA[Marketo]]></category>
		<category><![CDATA[Prospecting Velocity]]></category>
		<category><![CDATA[Sales Conversion]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Sales Productivity]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[email]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=776</guid>
		<description><![CDATA[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 [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Culture of Accountability</title>
		<link>http://www.jesubi.com/2010/03/culture-of-accountability/</link>
		<comments>http://www.jesubi.com/2010/03/culture-of-accountability/#comments</comments>
		<pubDate>Wed, 10 Mar 2010 19:43:49 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Prospecting help]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[CRM]]></category>
		<category><![CDATA[customer acquisition]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[increasing sales pipeline]]></category>
		<category><![CDATA[Lead Scoring]]></category>
		<category><![CDATA[SFA]]></category>
		<category><![CDATA[Systematic Selling]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=773</guid>
		<description><![CDATA[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 [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>The power of metrics in selling</title>
		<link>http://www.jesubi.com/2009/12/the-power-of-metrics-in-selling/</link>
		<comments>http://www.jesubi.com/2009/12/the-power-of-metrics-in-selling/#comments</comments>
		<pubDate>Tue, 29 Dec 2009 22:50:27 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>
		<category><![CDATA[Sales Metrics]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=764</guid>
		<description><![CDATA[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 [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>How many touches could a sales rep touch if a sales rep could touch efficiently&#8230;</title>
		<link>http://www.jesubi.com/2009/12/how-many-touches-could-a-sales-rep-touch-if-a-sales-rep-could-touch-efficiently/</link>
		<comments>http://www.jesubi.com/2009/12/how-many-touches-could-a-sales-rep-touch-if-a-sales-rep-could-touch-efficiently/#comments</comments>
		<pubDate>Wed, 16 Dec 2009 00:13:55 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Cold Calling]]></category>
		<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Connect Rates]]></category>
		<category><![CDATA[Sales Persistency]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=702</guid>
		<description><![CDATA[All right so it&#8217;s a little corny but its a valid question in this economy.  As we start to come out of the worst selling time I&#8217;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 [...]]]></description>
		<wfw:commentRss>http://www.jesubi.com/2009/12/how-many-touches-could-a-sales-rep-touch-if-a-sales-rep-could-touch-efficiently/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Sales Force Automation versus Customer Acquisition Management</title>
		<link>http://www.jesubi.com/2009/07/sales-force-automation-versus-customer-acquisition-management/</link>
		<comments>http://www.jesubi.com/2009/07/sales-force-automation-versus-customer-acquisition-management/#comments</comments>
		<pubDate>Wed, 29 Jul 2009 11:41:00 +0000</pubDate>
		<dc:creator>Bill Johnson</dc:creator>
				<category><![CDATA[Customer Acquisition Management]]></category>
		<category><![CDATA[Programmatic Selling]]></category>
		<category><![CDATA[Sales Force Automation]]></category>
		<category><![CDATA[Tribal Knowledge]]></category>

		<guid isPermaLink="false">http://www.jesubi.com/?p=84</guid>
		<description><![CDATA[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 [...]]]></description>
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		<slash:comments>3</slash:comments>
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