On January 30th, the first session in the 2024 sales enablement training series, “Selling Beyond the User”, James Barkatullah led a great presentation around various approaches and techniques that have proven successful in elevating JMP’s presence with our customers and demonstrating the value that when scaled can help transform our customers.
As Michael Scruggs mentions at the beginning of this session, “When we ask for the right to elevate our presence, we need to be confident. And confidence and credibility happen when we know our customer can tie our value directly to a customer's enterprise goals and can help them visualize how to get there.”
During this session, James discussed various best practices and tools for identifying and building relationships beyond the user - the importance of research and understanding the organization, how to demonstrate value, and how to identify the right sponsors and strategic players.
As Michael also mentioned, reaching higher and wider in an organization doesn’t happen overnight and isn’t a one time thing, but rather a series of strategies, actions and messages.
“Selling Beyond the User” will continue to be a theme in future training sessions such as:
- 2.13.24: Getting the most out of the JMP 18 launch
- 2.20.24: ROI conversations with Engineering Efficiency
- March: Building and supporting analytics advocates
- 4.9.24: Integrating JMP into your customer’s business with mass customization
- 4.23.24: Using JMP Live to grow your account
- May: Selling beyond the product
NEXT STEPS:
Michael asked that sales teams continue to build out relationship plans that include senior level business executives that are at least 2 levels above your primary sponsor.
- LISTEN: Watch training.
- REVIEW: Review the selling beyond the user sales sheet. Add comments, suggestions, etc.
- DISCUSS WITH YOUR TEAM: What questions do you still have? What did you learn? What will you do differently?
- PROVIDE FEEDBACK: Provide feedback to Sara Doudt - how can we improve future sessions?
To get more information about trainings that are planned for the coming months please visit the training series schedule. As we go into 2024, the product marketing team welcomes any and all feedback on both the Sales Enablement Training Series and the Sales Enablement Library.
