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 [...]
Posts Tagged ‘Opportunity Management’
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 » 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 [...]
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 » December 22nd, 2009
What really drives an increase in the sales forecast??
I have always been a big believer in activity drives results. The best reps weren’t always the smartest ones, but the one’s who figured out how to get things done. Whether it was getting the client to take a meeting or getting thru the objections the customer inevitably throws at you, they always managed to [...]
Bill Johnson Posted in Cold Calling, Customer Acquisition Management, Sales Force Automation Tags: growing revenue, increasing sales pipeline, Opportunity Management, Sales Forecast 1 Comment » 
