Great Demo!: How to Create and Execute Stunning Software Demonstrations [Paperback]

Peter E. Cohan (Author)

Book Description

Publication Date: May 2003

These are exciting and challenging times in the software industry. It is now more important than ever to connect and succeed in the sale of software products. Great Demo! provides sales and technical sales staff with tools and methods to dramatically increase the probability of success in closing business through substantially improved software demonstrations:

"...it directly applies to my situation and might have already helped us with a $250,000 order!"

"Thanks for writing the book...really good stuff for experienced people to be reminded of, and new folks to take to heart."

The problems faced by sales teams are examined along with the real costs incurred in typical sales processes today. The "Great Demo!" method is presented simply and clearly, and elaborated more fully in each successive chapter, providing a rich toolkit for technical sales staff and the sales team as a whole. Real-life anecdotes, examples and "axioms" offer humorous and effective punctuation to the material.

Great Demo! reads easily on a plane between sales calls and is well organized to provide easy access to specific ideas and materials as a handy reference tool. It dramatically increases the probability of success for each subsequent sales project - and that's the key objective!

Editorial Reviews

About the Author

Peter Cohan has over 20 years of experience in the creation, marketing, and sales of software for scientific marketplaces. The Great Demo! methodology comes directly from extensive first-hand experience developing and delivering software demonstrations, and in coaching others to achieve higher success rates in their use of software demonstrations.

Product Details

• Paperback: 216 pages
• Publisher: iUniverse (May 2003)
• Language: English
• ISBN-10: 0595274579
• ISBN-13: 978-0595274574
• Product Dimensions: 9.1 x 6.3 x 0.6 inches
• Shipping Weight: 11.7 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #711,552 in Books (See Top 100 in Books)

More About the Author

Peter Cohan is the founder and principal of The Second Derivative, focused on helping software organizations improve their sales and marketing results - primarily through improving organizations' demonstrations.

The bulk of his experience is with complex, enterprise software and strategic systems sold to varied audiences in a range of vertical markets. He has enjoyed roles in technical and product marketing, marketing management, sales and sales management, and senior management.

In July 2004, he enabled and began moderating DemoGurus(R), a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations. In 2003, he authored Great Demo!, a book that provides methods to create and execute compelling demonstrations. The 2nd edition of Great Demo! was published March, 2005.

Before founding The Second Derivative, Peter founded the Discovery Tools(R) business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million operation. Prior to Symyx, Peter served in marketing, sales, and management positions at MDL Information Systems, a leading provider of scientific information management software. Peter currently serves on the Board of Directors for Collaborative Drug Discovery, Inc. and the Advisory Board for Excellin, Inc. He holds a degree in chemistry.

Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.

Customer Reviews

Most Helpful Customer Reviews

7 of 7 people found the following review helpful:

5.0 out of 5 stars The Complete Software Demo Guide, July 29, 2003

By 

Kenneth P. Hetrick (Sagamore Hills, OH United States) - See all my reviews

This review is from: Great Demo!: How to Create and Execute Stunning Software Demonstrations (Paperback)

I think we have all sat through software demos, which were extremely boring, poorly planned or appeared to be meant for another audience. The reading of Great Demo! will ensure that you don't make those mistakes. It is a very easy read with straightforward examples of what to do and what not to do during the demo. It covers the entire gamut of the software demo including the identification of the customer's critical business issues, communication within the sales team, identification of the room specs, and the time-line of the demo. Overall, it is an excellent guide for anyone associated with a technical sales team.

6 of 6 people found the following review helpful:

5.0 out of 5 stars True to its title, April 30, 2005

By 

Guy Kawasaki (Palo Alto, CA United States) - See all my reviews
(REAL NAME)   

This review is from: Great Demo!: How to Create and Execute Stunning Software Demonstrations (Paperback)

If everyone just read and practiced chapter 1, the world would be a betterplace. At the very least, the world would be a less boring place. Unfortunately, those who most need this book are least likely to read it--unless you buy it for them and give it to them.

6 of 6 people found the following review helpful:

5.0 out of 5 stars Hey! look, a useful book!, June 24, 2004

By A Customer

This review is from: Great Demo!: How to Create and Execute Stunning Software Demonstrations (Paperback)

For somebody with years of experience in the field it is a very humbling experience to read Peter Cohan's book. Peter is clearly a master of the field and has spent a lot of time thinking, organizing and practicing all the key points he develops in his book. The book not only covers the key elements of giving great presentations (and I say presentations on purpose as most of what he says goes beyond demos) but also does it in a well organized way.

Whatever you are, experienced or beginner in the field of presentations and demos, this book is key. What other book gave you a major rethinking of how you work within its first 10 pages?

This one does, read it and you'll see.