JBoss
An open source enterprise Java software company.
Where JBoss comes up1 book
- 1Offer free documentationTraded for contact details
- 2Capture contact detailsEach download becomes a lead
- 3Score leads by behaviorRanked by what leads actually did
- 4Sales works likely closersDeals closing within three months
- 5Marketing owns the restC deals get no sales time
From Book on DuckDuckGo citing JBoss
What was said about JBoss
1How JBoss ran its inside sales and lead scoring
JBoss traded free documentation for contact details and scored leads by behavior. JBoss offered its documentation free in exchange for contact details, then scored the resulting leads by what they did. Its inside sales team closed about 25 percent of deals, against 7 to 10 percent industry averages.
The source is a book about DuckDuckGo that cites JBoss as an example, so it gives only this outline of the approach, not how the scoring was built.
Give sales time only to deals likely to close within three months. The lesson drawn from JBoss is to put most sales time on deals likely to close within three months and hand the rest to marketing. In the source's words: "C deals" should get no time from sales. They should be owned by marketing.
For the calls themselves, the source recommends SPIN order: ask only a couple of situation questions, define the problem quickly, then expand its cost and the payoff of fixing it. Close by stating exactly what you will deliver and when, and ask for a firm commitment, a clear yes or no.
Traction: How Any Startup Can Achieve Explosive Customer Growth
Traded free documentation for contact details and scored leads by behavior. Its inside sales team closed about 25 percent versus 7 to 10 percent industry averages.
JBoss traded free documentation for contact details and scored leads by behavior. JBoss offered its documentation free in exchange for contact details, then scored the resulting leads by what they did. Its inside sales team closed about 25 percent of deals, against 7 to 10 percent industry averages.
The source is a book about DuckDuckGo that cites JBoss as an example, so it gives only this outline of the approach, not how the scoring was built.
Give sales time only to deals likely to close within three months. The lesson drawn from JBoss is to put most sales time on deals likely to close within three months and hand the rest to marketing. In the source's words: "C deals" should get no time from sales. They should be owned by marketing.
For the calls themselves, the source recommends SPIN order: ask only a couple of situation questions, define the problem quickly, then expand its cost and the payoff of fixing it. Close by stating exactly what you will deliver and when, and ask for a firm commitment, a clear yes or no.
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