Watch the meeting recording.
Text from Phil and Chuck's presentation:
JMP Sales and Marketing Goals 2020
• Spread the use and impact of JMP products far and wide within the Science and Engineering communities.
• Ensure that JMP is the best place to work and have a career within the great company SAS.
After JMP Academy You Will Have…
• A network of global friends to support your success at JMP
• Confidence telling the world about JMP
• Familiarity with JMP marketing & sales processes
This session…
• The whole class should know what a great demo meeting looks like
• This is not SE training
Last Week…
• You heard about a framework for great customer discovery calls
• You practised a discovery call with a ‘customer’
• You presented information for preparing a Great Demo meeting
This Week…
Each team will record the first 5 minutes of a great demo meeting
How to have a Great demo meeting
Three key messages to take with you:
• The whole team is responsible for success
• Listen to the customer
• Show the last thing first
1. The whole team is responsible for success
The success of a demo meeting is not all on the SE
The JMP team shares responsibility to…
• Understand the problem the customer needs to solve
• Set clear expectations at the start of the meeting
• Maintain the focus of the meeting
• Ensure good time management
• Agree clear next steps at the end
• Focus on action commitments – actions that the customer will take that will advance the opportunity or relationship
Be very clear about your different roles
All this applies to “run rate” demos, JMP days, Marketing, …
2. Listen to the customer
• The best demo meetings are a conversation with the customer
• Ask the customer to confirm their problems
• Listen
• Continue discovery through the demo meeting to find out more
• Listen
• Ask the customer “how could you use this in your work?”
• Listen
This is more relevant for sales opportunity demos
This is less relevant for Marketing or Customer Care situations
3. Show the last thing first
You want the first thing you show in JMP to have maximum IMPACT
So the first thing you show in JMP has to be…
• RELEVANT – it solves the customer’s problem
• SIMPLE for the customer to understand
• BRIEF - more time for questions, listening, discussion, and next steps
How can you do this?
Introduce the situation, problems, implications, then…
Show the last thing first!
Great Demo Overview
• Summarizes what we know from discovery conversations
• Emphasizes consequence of staying as-is
• Encourages dialogue
• Gives detail on demand
• Keeps it simple
• Shows no more than needed to advance
• Does the last thing first
Demo Examples
• Chuck’s NOT Great Demo
What was wrong with that demo meeting?
• Tell us in the Teams chat
Demo Examples
• Two examples of Great Demo Principals
• Last thing first
• Telling a story, setting the stage
How to have a Truly Awful demo meeting?
• Spend 30 minutes talking about you and the company
• “Just show them the product”
• Spend 30 minutes showing them how to install the software
• Show them the 17 different ways to open a file
• Spend a long time “in the weeds” talking about technical complexities
• Talk about features and functions that you love
• Run out of time to show the really impactful end result
• Run out of time to talk about next steps with the customer
• Don’t allow the customer to talk at any point in the meeting
Last Week…
• You heard about a framework for great customer discovery calls
• You practised a discovery call with a ‘customer’
• You presented information for preparing a Great Demo meeting
This Week…
Each team will record the first 5 minutes of a great demo meeting.
What does the start of a great JMP demo meeting look like?
You will show us…
https://community.jmp.com/t5/JMP-Academy-Cycle-5-Library/Team-Homework-Exercise-Week-3-Great-demo-meeting/ta-p/281022
How to have a Great demo meeting
Three key messages to take with you:
• The whole team is responsible for success
• Listen to the customer
• Show the last thing first: Brevity, Simplicity, Relevance, Impact.
Learn more about Great Demo by reading or watching this material in your own time
An introduction to Great Demo from the creator, Peter Cohan:
https://www.youtube.com/watch?v=iSOsSh3XJPY
Also from Peter Cohan, "a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure":
How to give a Kick-Ass Demo:
https://www.youtube.com/watch?v=Cxl_3ANnE0A
There are some really great tips in that short video.
Example of a Great Demo of JMP from JMP Academy Winter 2019:
