Link to the session recording in MS Teams.
JMP Sales and Marketing Goals 2021
• 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 how we sell JMP
• You learned about how JMP is used in core industries
This Week…
Each team will record a 5 minute dreadful 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!
3. Show the last thing first
3. Show the last thing first
3. Show the last thing first
3. Show the last thing first
Last Week…
• You heard about how we sell JMP
• You learned about how JMP is used in core industries
This Week…
Each team will deliver a 5-minute recording of a dreadful demo meeting.
We will share with the whole class in our session on July 29.
Highlight as many good demo practices as possible by doing the opposite.
Rules:
• Do not demo JMP. Or Minitab, Tableau, etc.
• Have fun.
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
