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In this episode: Account Executive Nick Vacca (US West Strategic High Tech Team 1) shares how his team expanded the Clorox account from 90 users to 300 -- including JMP Live -- by deploying a funnel approach to what he calls the "blueprint of an ideal sales cycle." Watch the video to learn how the team nurtured advocates, leveraged the Analytics Maturity Assessment, and used reference selling techniques to not only grow JMP's footprint at Clorox, but to deepen the partnership and goodwill between JMP and the leader of Clorox's digital transformation initiative.
"Our advocate, [Associate Director of Digitization] Rajesh Mukherjee was overwhelmingly thankful [for those reference calls] because he was in the exact same spot," Nick says. "The fact that we came through with not one, but three references, he was just so thankful. And it led to all this. I mean, we have such a tight relationship with Rajesh now, he loves us."
Resources:
For questions about the AMA, contact Sara Doubt (Sara.Doubt@jmp.com). For questions about reference selling, contact Meg Hermes (Meg.Hermes@jmp.com)
