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 ‘Systematic Selling’
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 » July 7th, 2011
Cartoon Fun
Here at Jesubi, we understand that many companies have a hard time seeing what actually happens in the middle of their sales funnel. A big challenge for sales managers is lack of insight into what their reps are doing activity/productivity-wise. A big challenge for reps is that they’re burdened with administrative tasks in order to log [...]
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 » February 8th, 2011
Sales Process – Do You Really Have It?
Just about everything to do with the marketing hand-off to sales and all subsequent sales activities through to deal closure is called sales process. Companies focused on a lifetime value of customer model view this initial deal closure activity and the (hopeful) many years of incremental sales as the complete sales process. Regardless of your [...]
Bill Johnson Posted in Uncategorized Tags: CRM, Lead Management System, Programmatic Selling, Sales Force Automation, Sales Performance Measurement, Sales Pipeline, Sales Process, Sales Productivity, SFA, Systematic Selling No Comments » January 24th, 2011
SFA or CRM ? Most Want Sales Force Automation
It seems like the acronym CRM is largely misused when discussing sales tools and platforms with executives of large enterprises and owners of SMB companies. Over and again I hear these individuals discussing CRM in reference to the technology used by their sales teams for lead generation, prospect qualification and opportunity management. But the CRM [...]
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 » 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 [...]
