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Great Demo!: How To Create And Execute Stunning Software Demonstrations, by Peter Cohan
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Great Demo! provides sales and presales staff with a method to dramatically increase their success in closing business through substantially improved software demonstrations. It draws upon the experiences of thousands of demonstrations, both delivered and received from vendors and customers. The distinctive "Do the Last Thing First" concept generates a "Wow!" response from customers.The Great Demo! method is presented simply and clearly, and is elaborated more fully in each successive chapter, providing a rich toolkit for software sales teams. Real-life anecdotes, examples, and axioms offer humorous and effective punctuation.Updated with new best practices, tips and techniques, this second edition now includes a complete chapter on remote demonstrations-an area of increased activity and unique challenges. An additional chapter on managing evaluations (for fun and profit) extends the utility of the book to those in sales and management.Great Demo! is a terrific read on an airplane or between customer visits. It offers a straightforward process for creating and delivering highly compelling software demonstrations, excellent advice, tips, and the occasional epiphany.
- Sales Rank: #87860 in Books
- Brand: Brand: iUniverse, Inc.
- Published on: 2005-04-05
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .77" w x 6.00" l, 1.02 pounds
- Binding: Paperback
- 308 pages
- Used Book in Good Condition
About the Author
Peter Cohan leverages twenty-five years of experience in selling and marketing business software and as a customer. The Great Demo! method comes directly from extensive firsthand experiences in developing and delivering software demonstrations, and in coaching others to achieve surprisingly high success rates with their sales and marketing demos.
Most helpful customer reviews
1 of 1 people found the following review helpful.
kinda like a cooking show
By Amazon Customer
Longer than it needs to be but the simple GOLDEN advice is:
Do your demo BACKWARDS, kinda like a cooking show.
E.g., I make speech therapy software.
So I'd :
1. Show the software in action (ideally with a video of a stroke survivor using it)
2. Show maybe an easy, medium and hard exercises.
3. THEN show them how they can choose different lessons and different difficulty levels.
So... you show the PAYOFF first, then the "how to" aftwards.
1 of 1 people found the following review helpful.
Well organized in thought and practice would highly recommend!
By Austin Culmer-Smith
Easy read
Supporting facts
Key identifiers in regards to things watch out for
Detailed explanations
Great recommendations for exercises throughout
6 of 7 people found the following review helpful.
Good book, but too long and too cute
By IraqiInAmerica
Despite stating his preference for substance over style (p. 169) Mr. Cohan lets his style overwhelm the content of his book. Great Demo! contains excellent advice and is very practical in their presentation, particularly for people who are starting in a field role and need a basic road map for their customer encounters.
As far as style, Mr. Cohan's tendency to tell long stories from his experiences in the field ("...I set up my computer, connected to a network connection, and adjusted the LCD projector" p. 146) makes this book too long. Additionally, The Author's tendency to capitalize! Random Nouns and obsessive use of Exclamation Marks! disrupt the flow of reading. Lastly, for a writer that claims that "Humans are visual creatures" (p. 86) the lack of any illustration or charts, except sample customer org charts, is curious. I can think of a graphic model showing the author's proposed methodology and the progress made through it, allowing the reader to visualize their own progress.
In the substance section, the book is a very solid interpretation of solution selling for technical sales engineers. It gives a good methodology for discovery as well as structure for creating demos and presentations that may help capture the audience and create interest and discussion.
I recommend the book to whoever is starting in a technical sales role or feels the need to ramp up their presentation or to those managers interested in closer integration of their sales force and technical field teams.
To Mr. Cohan I recommend hiring a qualified editor for his next book.
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