Topic Name: Inside Sales
Representative: Luke Walker
Steering Committee Member: Todd Hoffman
Date: 06/30/19
Section 1: Top Three to Five Takeaways
- Inside Sales are the office-based sales representatives at JMP. Together with an Account Executive and a Systems Engineer, each Inside Sales Representative is part of a 3-person territory team.
- Inside Sales Representatives are responsible for the entire end-to-end process involved with selling all 4 of JMP’s core products; JMP, JMP Pro, JMP Clinical and JMP Genomics. Being office-based, Inside Sales manage their sales conversations via phone, email and social media.
- Inside Sales follow up all inbound leads and manage any subsequent sales opportunity.
- Inside Sales Representatives are responsible for the account management of all customer accounts within their designated territory that are not identified as target accounts (which are managed by the territory’s respective Account Executive)
- Inside Sales manage and close a high volume of sales opportunities. Typically, each Inside Sales Representative will manage hundreds of sales opportunities per year.
Section 2: Important Topic Links/Learning Resources
- If you need to contact or work with a particular individual Inside Sales Representative you can find the relevant individual using the JMP Sales Team JMP add-in
- Typical resources used by Inside Sales to help customers and prospects recognize the value that they could gain through using JMP software are customer stories, Discovery materials
- New Attachment: Helpful Link for JMP Sales.docx
Section 3: High-Level Process Steps
- Each Inside Sales Representative creates their own strategic plan for working through their customer base systematically. JMP is not typically sold as an enterprisewide sale, so it is our job to educate as many relevant departments on the benefits they could gain through working with JMP. We speak with existing users to look for opportunities to sell additional licenses to their department and learn about their success cases so that we can use the success cases to educate departments not yet using JMP on the benefits of working with us.
- When prospects download a trial license of JMP, Inside Sales makes initial contact with the prospect. During the conversation the Inside Sales Representative will uncover, through conversational questions, what business objective the prospect is attempting to meet through the use of JMP software. An evaluation criterion will be agreed with the prospect, the Inside Sales representative will then take the necessary actions to support the prospect through their evaluation of JMP.
Section 4: Key Contacts
- Todd Hoffman, Senior Director Inside Sales – Cary, N.C.
- Luke Walker, Manager Inside Sales Europe – Marlow, U.K.
- Lori Casto, Senior Manager Inside Sales US – Cary, N.C
- Rebecca Surendra, Manager Inside Sales US – Cary, N.C
