» Customer Satisfaction

Cartoon Fun: Cringe-Worthy Sales Call

Justin Beeker — Fri, 15 Jul 2011 10:00:28 +0000

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 reps need to have an easy to use system to log outbound dials, they also need to get a simple, real-time view of activity history.

Have any sales reps out there ever felt like this? Sales managers, have you ever overheard a conversation like this (and cringed as it played out)?

Jesubi’s sales visibility software takes the guesswork out of prospecting and follow-ups. That’s because we enable a structured approach to selling. Not only will companies be able to have complete confidence that all leads are approached in the right way, Jesubi also allows complete transparency throughout sales organizations and prevents leads slipping through the cracks

If you’re interested in learning more, go ahead and request a free demo here . It’s the fastest way to discover how Jesubi can help your sales process.

Jesubi to showcase solution at Astadia’s Booth 513 at Dreamforce

Bill Johnson — Fri, 03 Dec 2010 16:00:55 +0000

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 a structured and systematic selling approach to make sure every lead is followed up on in a timely manner. CSO insights statistics show that only 13% of leads provided by marketing actually have a conversation with a sales rep from that company. Jesubi ensures that every attempt is made and reports on connect and conversion rates at each step of the selling process.

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.

Selling Rules 102

Bill Johnson — Fri, 06 Aug 2010 18:06:12 +0000

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 timeframe in history, that was fairly novel. The recycled stationery was relatively expensive compared to traditional paper products.

The vendor presented to our class of 300 and announced if you follow my message you can sell a lot of these products. As you go thru your neighborhood, he said, when someone answers the door ask them ” would you like to buy some trash? ” he said you will get their attention 100% of the time. Then you explain that it’s actually recycled paper products made into this great stationery and you can help the freshman class out by purchasing some today. He went on to say it’s hard work but the close ratio was very high when one utilized this process.

Now to the motivation part, the freshman class said for every student who sold 6 sets you got x prize, for 12 you got y and so on. If you sold 100 you got to go to a really nice restaurant paid for by the school. If you sold 300 you would receive a Johnny Horizon wristwatch which was the symbol for save the earth back then… I set a goal to get a watch. I followed the instructor’s process and script religiously and within two weeks I had sold over 300 sets of stationery. The average student sold 10 sets of stationery back then. The difference – motivation and a process that if followed worked and worked well. I remember walking out of the presentation and people saying “can you imagine asking someone to buy trash – how stupid would that be?”. Three weeks later my classmates were asking me how I sold so much - I said it was simple I followed the process and the script.

How much of that goes on today? More than any of us want to know in sales management. Due to the ad-hoc nature of today’s CRM tools, every rep can create his or her own process. Management has no way of knowing nor enforcing a process, nor can management compare the results easily with the exception of what’s on the forecast. It’s no wonder there are superstars and there is everybody else. The superstars I have known have been religious about the process.

Culture of Accountability

Bill Johnson — Wed, 10 Mar 2010 19:43:49 +0000

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 throughout the organization. The accountability extended over a wide variety of sales areas from activity, to forecast accuracy to closed business. Most sales reps have a high degree of self motivation, but when the whole team has that self-motivation it can be awesome to watch.
Why is it Cisco continues to hit their numbers? They’ve been around a long time and most companies no longer have the level of accountability they do, but yet their sales teams still do forecast calls on Sunday afternoons. If people don’t hit their numbers they don’t keep their jobs long. If they do hit their numbers they move up in the organization. It is very impressive a company Cisco’s size has been able to maintain that level of accountability within its sales culture.

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.

David versus Goliath

Bill Johnson — Mon, 26 Oct 2009 19:06:59 +0000

A lot of people have questioned why Jesubi would start a new sales force automation company when the industry is 25 years old and arguably owned by much bigger, better funded vendors like SAP, Oracle, Salesforce.com and Netsuite. The reason is simple – we felt we had a better way to help customers sell more. While the SFA/CRM industry is 25 years old and the hardware platform has migrated from desktop to client/server to hosted solutions, the fundamental architecture hasn’t changed until Jesubi.

Moving from an ad-hoc approach fostered by all the other vendors to a systematic approach requires some guts on our customers parts. After all, all of the above entrenched players are much bigger and have much more cash than Jesubi does. Why can’t one of them just throw a few developers at the problem and solve it – I ask you it’s been 25 years and it hasn’t been addressed yet, why would they change now.

The title of my blog is David versus Goliath. Many, many times in the history of the technology sector, the David’s have overcome insurmountable odds to win and win big. Microsoft versus IBM in the early 80′s, Parametric Technology versus IBM, Computervision, EDS and SDRC in the early 90′s. Now it’s Jesubi’s turn. We’ll win because we understand SaaS not only includes software but SERVICE. Talk to our clients and they will tell you we want our customers to win like we want to win. Talk to our clients and they will tell you the unprecedented productivity they are receiving from Jesubi. Talk to our clients and they will tell you we not only talk to them we LISTEN to them.

We used to be excited when a new name customer came in within the quarter, now we are seeing multiple new names every week. Let us know when you want to be LISTENED to by your SFA/CRM vendor. Let us show you why Jesubi is helping customers sell more everyday.