Sales Objection Training
Huge thank you to Ashley Prince for leading a great discussion around sales objections and obstacles this past week. We had a lot of good ideas and suggestions shared during the call on best ways to prepare and address objections and what resources our sales teams can use in each of those cases.
- If you happen to miss it, please refer to this page where you can view the recording and review key points from the session.
- We have combined a lot of the objections and responses on this page and will be working over the next few weeks to incorporate ideas from the training session. So stay tuned for version 2.0. If you have objections/responses/resources that are not covered, please add a comment to this page so we can incorporate it.
- To see what other training is planned, please refer to the training schedule.
Selling Beyond the Product Training
Thank you to Jeff Perkinson for doing a great training/discussion of pulling together how we can position JMP as a partner, highlighting all the resources and programs JMP offers to help our users with statistical, product and domain knowledge. Some key takeaways from today’s session:
- As Stuart mentioned, talking about our support, sales teams are able to save some of our accounts expensive consultant training fees via our free workshops. This allows customers to gain jmp/statistical knowledge, ultimately saving money, increasing productivity and helping to absorb some of the cost of the software. By having this discussion/bringing awareness to JMP's resources helps with the ROI conversation and differentiates JMP from the competition (particularly Minitab).
- Talking/showing how JMP supports our users should be a part of all customer engagements. Slide available here.
- JMP has a lot to offer, so aligning with customer pain points/issues and setting a framework will help them digest and identify what resources apply to them.
Next Steps: From this training we hope to continue to improve the ppt (add notes), update the training page to include how it addresses pain points, create external resources that share this messaging around JMP’s value beyond the product (may be a blog, page or both – stay tuned). You can view a recording of this session and access Jeff’s ppt here.
Upcoming Trainings
JMP 16 Videos
Ryan DeWitt has put together some great 1-2 minute high-level videos of the JMP 16 major features. These videos have been added to youtube and will be added to the new in page. Please take a look at these videos, share them on social, or add them to your email outreach around JMP 16. You can learn more about the different JMP 16 resources and promotions here or find out how they apply to the 4 major features in the sales toolkit. Thank you to Landra, Ryan, Mia and Larry for getting these together!
JMP 16 Launch Key Dates/Updates
Please note that JMP 16 is being released tomorrow, March 23rd. We have been sending out regular updates through inside JMP news where we list out key dates and the latest resources. Larry will be posting an article tomorrow with even more information on inside JMP. Please make sure to read through these resources. Here are the key dates:
@landra_c is working on the email to users on 31Mar. It will be to JMP User=Y in Salesforce. I'm not sure who she's planning to use for the From address.
Thank you @saradoudt ! Can you tell us more about the "User Reminder Email"? How is this list pulled? Is it User=Yes in Salesforce? Who is the email from? Thanks again!
