Today we had another great sales and marketing training session around the Workflow Assessment - a sales tool that enables teams to understand white space in your accounts, knowing where JMP is being utilized and how often. The US Central High Tech team of Peter Polito, Kyle Bickford and Ben Rost (@Peter_Polito , @KyleB and @B_ROST ) shared how they utilized this tool to build a strong story, strategy and roadmap for their accounts.
Some key takeaways:
- Make the workflow a central message in any customer interaction.
- The Workflow Assessment should be used as a strategic tool for accounts that have a strong advocate and potential for growth.
- The assessment should be shared beyond JMP users, anyone that is analytically-minded (find that white space!)
- Ideal for ABRs/QBR's.
- Do not change the survey past the initial page of customer info otherwise your script will break and you will have to rewrite.
- The tool is only the first step. Building your strategy, story and roadmap to support findings is key.
- Framing the assessment as how can we help you get where you want to go instead of pushing where we think you should go.
- Every data point (good or bad) can be a learning opportunity to better understand your account.
- Great way to benchmark success and impact of JMP by performing assessment every year.
PLEASE inform @Sara Doudt if you perform a workflow assessment with your customers. This tool is something that PM hopes to continue to improve and needs to collect sales teams experiences to understand effectiveness, impact, and best practices.
Special shout out to several other folks who helped guide, shape and build this tool over the last year and a half: Josh Staunton, Nick Shelton, Ashley Prince, Stuart Neighbors, Juliet Plager, Scott Wise, Sarah Springer, Nick Vaaca, Dan Valente and especially Brady Brady for taking the initial concept into what it is today. Thank you!!
If you have questions about the Workflow Assessment, please read the overview or reach out to Sara Doudt, Kyle, Peter, or Ben.
