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Watch Episode 8 of Strategic Win

Meg_Hermes

COMPANY CONFIDENTIAL. DO NOT DISCLOSE.

In this month’s sales story, Account Executive James Barkatullah (@James_Bark) reflects on a recent Enterprise License Agreement (ELA) signed by multinational sustainable materials company Johnson Matthey. Watch now to learn about sales strategies the team deployed to ultimately secure a deal worth roughly $3.4 million over a 4-year period.

Comments

Tim_Pierce_JMP

Well done James and team! Turned a potential downgrade into an ELA... That's a massive achievement.

Emmanuel_Romeu

Congratulations to James and all the stackeholders involved in this achievement, and a big thank to the previous sales teams who paved the way.

Phil_Kay

Interesting what you said about trusting Pilar to do the work of selling within JM and not trying to find other contacts to sell to (as per best practice). There is often this tension that our advocates don't want us talking to other people in the account. Sometimes the right thing to do is to respectfully ignore that. Other times we need to trust them. I guess you were confident in trusting Pilar because she had already demonstrated her credibility within JM many times over. Finding ways to regularly test our advocates is important.