Building on my last post: Seeing what’s in the middle of the sales funnel is difficult for virtually every B-to-B company. Here at Jesubi, we know how important it is for companies to have insight into when they’ve talked to their leads and it’s critical to figure out the best prospecting approach. Not only do [...]
Posts Tagged ‘Cold Calling’
July 15th, 2011
Cartoon Fun: Cringe-Worthy Sales Call
Justin Beeker 
Posted in It's Not Worth Doing If You're Not Having Fun! 
Tags: B2B Appointment Setting, Cold Calling, CRM, customer acquisition, Customer Satisfaction, Inside Sales, Lead Management System, Programmatic Selling, Prospecting Automation, Sales Performance Measurement, Sales Productivity, Sales Prospecting, Systematic Selling 
No Comments » June 27th, 2011
Lead Nurturing – How often should you contact prospects?
We ran into an interesting test case recently. One of the things it is very easy to do in Jesubi is track activity results. Both sales activity as well as conversation results. Since we have launched Jesubi we have shown the product to approximately 1200 contacts. A certain percentage have moved thru the sales cycle [...]
Bill Johnson Posted in Uncategorized Tags: Cold Calling, CRM, Lead Management System, Lead Tracking System, Sales Management Insight, Sales Productivity, Sales Prospecting, Sales Tracking System No Comments » April 29th, 2011
Visibility versus Productivity what does your Sales Tracking System provide?
Many times sales management does a stack ranking of their sales teams. I myself have been involved in these quarterly exercises. It’s always interesting because most of the time it’s the top performers who are stacked on top. What gets interesting is the line-up below them. Is the new rep who shows lots of promise [...]
Bill Johnson Posted in Uncategorized Tags: Cold Calling, CRM, Lead Generation, Sales Pipeline, Sales Productivity, Sales Prospecting, Sales Tracking System, Systematic Selling No Comments » January 20th, 2011
Sales Prospecting – Is a Sales Rep Really Responsible for this Today?
I had conversations with two VP’s of Sales recently. Both were in a very competitive industry with 100′s of suppliers competing for marketshare with their customers. Both currently use Salesforce.com for opportunity management. In the course of these discussions we got on the subject of cold calling and what percentage of time a rep should [...]
Bill Johnson Posted in Uncategorized Tags: Cold Calling, CRM, Programmatic Selling, Prospecting Automation, Sales 2.0, Sales Force Automation, Sales Performance Measurement, Sales Productivity, Sales Prospecting, Systematic Selling No Comments » December 29th, 2010
Is Lead Generation Management a Focus for 2011?
After reviewing multiple publications from 2010, there’s significant evidence that the lead generation process will be a hot topic for 2011. Based on what I’m reading, it’s apparent that numerous organizations need to get back to basic, core principles of selling in the new year, including sales prospecting, sales funnel development and managing the demand [...]
Bill Johnson Posted in Uncategorized Tags: Cold Calling, Inside Sales, Lead Generation, Lead Management System, Lead Qualification Process, Programmatic Selling, Prospecting Automation, Sales Force Automation, Sales Management Insight, Sales Process, Sales Productivity, Sales Prospecting, Systematic Selling No Comments » December 27th, 2010
Living the American Dream
I have been incredibly fortunate to be part of two companies who have started with a founder’s idea, raised capital, built a sales organization and eventually went public or sold out rewarding early employees and investors with incredible returns on their invested time and dollars. Parametric Technology redefined the mechanical design space in the late [...]
Bill Johnson Posted in Uncategorized Tags: Cold Calling, CRM, Inside Sales, Lead Generation, Sales Force Automation, Sales Productivity, Systematic Selling No Comments » December 20th, 2010
Professional Persistence For Sales Prospecting
Does your sales team have a metric for how many touches (electronic and/or verbal communication attempts) are necessary to have a substantive discussion with a targeted decision maker? Our previous blog post referenced the shocking number that up to 87% of marketing generated leads don’t talk to a sales rep. What? Where’s the persistence? In this [...]
Bill Johnson Posted in Uncategorized Tags: Cold Calling, CRM, Inside Sales, Lead Generation, Lead Tracking System, Programmatic Selling, Prospecting Automation, Sales Performance Measurement, Sales Pipeline, Sales Process, Sales Productivity, Sales Prospecting, Sales Tracking System, Systematic Selling No Comments » December 3rd, 2010
Jesubi to showcase solution at Astadia’s Booth 513 at Dreamforce
Jesubi the first solution to bridge the gap between Marketing and Sales will be in Platinum Dreamforce sponsor Astadia’s booth 513. More and more companies realize that the digital touch marketing automation solutions provide is only beneficial if followed up by a human dialogue. Jesubi optimizes that process through it’s approach to demand generation. Jesubi enables [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Jesubi, Programmatic Selling, Sales Force Automation, Sales Persistency, Sales Productivity Tags: Cold Calling, customer acquisition, Customer Satisfaction, growing revenue, increasing sales pipeline, Lead Management System, Lead Scoring, Sales Metrics, Sales Productivity, Sales Tracking System No Comments » August 6th, 2010
Selling Rules 102
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 [...]
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 » June 2nd, 2010
Selling rules 101
I have been a sales guy ( i hesitate to use professional in the context of this story ) for 40 plus years. Like most of my peers who have been wildly successful, I wasn’t born on third base with an easy path to home plate. I started with nothing and everything I’ve been able to achieve [...]
