John Mosier, Anna Christina De La Iglesia, Adrian Turner and James Barkataullah shared some really good best practices for sales teams that are listed below. If there are any other ideas, suggestions, please feel free to add to this page. Would be great to have a comprehensive list of ideas for sales teams.
What is Discovery Summit?
Goal is to provide tangible ways to improve your customers work and the inspiration to get started. Discovery:
- Provides an excuse to connect with your customers and prospects.
- Keeps JMP sticky
- Can help drive upgrades and get renewals
- Can help increasing revenue
Where can I learn more about Discovery Summit?
Go to our main Discovery Summit site to find out dates, agendas, etc for all of our global discovery events.
How can I see who has signed up?
Refer to each region's salesforce campaign to see who has already registered.
What can sales do to help drive attendance? Some tips and tricks:
First be sure to check salesforce campaign first to see if they have already registered. If not….
- Identify the customers are the “must attends” and pair up with what their can’t miss sessions are.
- Try to reference discovery summit at every touchpoint – customer call, jmp day, etc.
- Reference previous talks and help them to understand the benefits.
- Make every new user aware
- Sending the user resources and always include discovery info
- Think about the long term goals of your customers
- This will help you frame where your customer is going in the next two years and will tell you what Discovery talks may be of interest to them to get them to attend.
- Send email with a personalized agenda
- Post on linkedin – share JMP posts, use voicestorm, or create your own messages sharing what you are most excited about.
- Additional outreach the closer to the event, calls, email reminders
- Know your customers, their pains and goals.
- Work with your champions/coach to engage their executives
- Watch the recording from the Discovery Americas All-Hands Meeting (10.2.2020)
What messaging should we use?
- Email
- James Barkatullah email example:
- Use Ed Crouch’s email best practices
- Choose 1 or 2 talks per day to highlight
- Align with customers industry
- Provide a mix of jmp focus vs topical, industry focus
- Save as outlook template/signature or salesforce list email
- Follow up with calls
- Make sure to emphasize
- Its free!
- No commitment!
- No travel!
- Flexibility to pick and choose! Come and go as you please.
What marketing tools are available?
How should sales follow up with attendees after they register?
- Thank them and ask them what they are looking forward to, what they are interested in learning?
How should sales follow up with attendees after the event?
- Send a calendar invite that includes a link to the recordings and a strong call to action.
- Plan a follow up meeting with the executives to review how to deploy these benefits in support of their goals.
