» Sales Metrics

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.

Can a sales force automation tool help a company sell more?

Bill Johnson — Fri, 21 May 2010 16:52:17 +0000

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 customers, most companies don’t have a good means to capture activity information as it’s far easier to call some one or send an email from outlook than it is to utilize traditional tools. If you want to drive sales behavior it has to be compensated and it needs to be easy. Most tools fall down on it needs to be easy.

Fundamentally, at Jesubi we spend our waking moments trying to figure out how we can help our clients sell more. One of our clients saw a 3x improvement in number of sales meetings that occurred, another client saw a 58% increase in “reach rates”. If you can get in front of more people you should be able to fundamentally sell more assuming the people you are getting in front of fit the profile of companies you sell to.

Within the next 90 days, you will see Jesubi release solutions that address what we’re calling “total funnel management”. How many leads does a company start with, moving to how many activities does it take to drive a sales meeting, how many meetings does it take to drive a proposal/quote, how many proposals/quotes does it take to close a deal. It’s not rocket science, but according to our customers no one does it well today. We think by providing that insight we can indeed help our clients sell more.

The power of metrics in selling

Bill Johnson — Tue, 29 Dec 2009 22:50:27 +0000

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 loved to own – with the stock up 5400% in the time that I was there.

It was at PTC that I learned the concept of capturing metrics, both for internal use and for external use. It was probably one of the most memorable times in my sales career. Some of the internal metrics we tracked from a sales standpoint was every sales rep had to hunt for his/her own business. That meant every sales rep was goaled on driving 4 demos of Pro/Engineer per week. The key to that metric was the company new that for every 4 demos that the sales team did a new name customer would close. The beauty in that model was as a sales manager it was pretty easy to figure out who was going to make it and who wasn’t. I remember one of my reps closing 13 new name accounts in one quarter, pretty impressive when you figure that most of these companies were very conservative manufacturing companies.

Some of the external metrics we would espouse to potential clients was the fantastic productivity Pro/Engineer enabled. An engineer using Pro/E could be 2 to 4 times more productive versus using traditional cad/cam systems. With that kind of productivity, people were buying after one demonstration. The entire sales team was laser like focused on metric capture and the company would dedicate numerous hours of sales training to everyone knowing several “ho-hum crashers”/metrics that would get a prospects attention.

Today, Jesubi represents a similar productivity gain to selling what Pro/E did for engineering. Our clients sales teams can get more done with Jesubi than they can with other sales force platforms. At Jesubi we realize selling is hard enough so we try to make the process easier. Our systematic approach is winning accolades and praise everyday from our customer base. When we can show a prospect how his/her sales team will be two to three times more productive they take notice.

Put Jesubi to the test and see how fast we can double your sales teams pipeline. No better time than the New Year to get started with a huge lift in forecasted business.

Happy New Year!