Thanks to Lauren Buck for this content.
Thank you again to everyone who came to the lunch and learn last week where we discussed ideas for building Q4 pipeline. Thank you too for those who participated in the discussion. Here are the notes from our collaborative session…
Workshops (Rebecca)
- Get workshops scheduled through Thanksgiving
- Target high potential accounts from your current install base
o Accounts who used to upgrade regularly but have not done so in a while
o Accounts who consistently upgrade
o Accounts that are close to the 10 user mark
o Accounts with 5 users is often a red flag for compliance
o Accounts with a high level of Salesforce activity
- Workshop discussions include how they are using JMP, what group they are in, identify gaps and features of JMP they are not using, are they a JMP Pro candidate, etc.
- Have a call beforehand to set the agenda. Include the agenda in the meeting invite and ask that the invite be forwarded to the customer’s colleagues (colleagues do not have to be JMP users).
- Usually 2 hours in length
End of Year Email (Rene)
- Send an email to all of your Site Reps
- Items to mention:
o Thank you for your business
o If you haven’t seen us this year, we apologize. There’s still time for an end of year learning session though. Send the learning flyer for more details (sample flyer attached). Ashley confirmed that you can reach out to Kathy Walker to get one created for your team.
o Are you to remain the JMP contact?
o Any additional licenses needed?
o There may be a price increase next year
e-Learning (Christy)
- Include e-Learning on all quotes
- Have your SE talk about training at the end of each demo
- Reminder that you can sell just e-Learning to existing customers
- We get credit for selling the modules that are listed in Salesforce
Demo Download Follow-up Approach (Sam)
- Email your contact info and send helpful links the day after someone registers for the JMP trial
- Call to see if you can understand what they are doing and see where we can help. Try to set up a WebEx demo
- Be persistent (5-6 touches over the course of the trial). Create tasks in Salesforce as reminders.
- Let them know they get 2017 pricing
- Review your demo downloads each week with your team and decide who will call
- For those who haven’t activated, send an email to see if they are having trouble. Include the “JMP in 60 seconds” video
Lost Opps and Old Leads (Briana)
- Revisit all of your lost opps from the current year to find out if they made a decision.
- Divide up the work with your team
- Circle back with people who attended seminars (you can pull the leads by campaign in Salesforce)
- Briana takes all the event leads and add them in to an Excel spreadsheet where she sorts by responded, attended, just call, etc.
- Mention price increase
- I “closed your file” because I didn’t hear back from you. I’m happy to reopen it if you have a need. (Rene)
- Put a meeting invite on their calendar to discuss (Sam)
Following-up with previously won opportunities (Keith)
- Look at your won opportunities for the past 2 years and send an email to see how things are going and if they need to add licenses.
- Email doesn’t necessarily have to go to the Site Rep. Look in Salesforce to see who the primary contact was on the opportunity.
- Sample email…
SUBJ: JMP – Follow-Up on Licensing
Hi NAME,
I hope this finds you well. I’m checking in with all of our growing JMP clients and wanted to send a quick note. Please let me know if your team has all of the licenses it needs at the moment – remember that each person using the software requires their own license. Also let me know if you need more detail on the existing licenses and term for COMPANY NAME – I’d be happy to share this with you.
Kind regards,
Keith
JMP Already Licensed (Shelby)
- Look for companies that already have JMP licenses in another territory or target users from existing accounts in your territory
- Subject line of email – “Come see why your colleagues are using JMP”
- Helps to know the company has already gone through the licensing process.
Special Offers (Anna-Christina)
- Position end of year offers
- Remind of the 2018 price increase
- Per Todd, discount early and make-it up in volume
Email Blasts (Ashley and Lori)
- We will do email blasts to all JMP 13 demo downloads. Ideas are 2 for 1 Pro, and JMP 5 packs
- You will need to review the target list prior to the blast to exclude any names or accounts that you don’t want receiving the email
