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Great Demo!: How To Create And Execute Stunning Software Demonstrations 2nd Edition
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About the Author
More About the Author
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 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.
In July 2004, he enabled and began moderating DemoGurus®, a community web exchange dedicated to helping sales and marketing teams improve their software demonstrations, which was subsequently transitioned to the Great Demo! LinkedIn Group in 2010-2011.
Before The Second Derivative, Peter founded the Discovery Tools® business unit at Symyx Technologies, Inc., where he grew the business from an empty spreadsheet into a $30 million per year 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., is an advisor to NewallStreet, Inc. and a mentor to StartX, the Stanford University start-up accelerator. 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.
Top Customer Reviews
With 250 more pages of regular content (not counting the Appendices, glossary, etc.) Great Demo has a lot more to say about knowing what the most relevant part of your system might be to show each individual client and how to deal with the inevitable questions, etc. But, the core of Great Demo is simple, memorable and effective. I have had the opportunity to give several demonstrations since reading Great Demo and I have found this up front approach really changes the dynamic with the prospect in a healthy way.Read more ›
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.
I would highly recommend this book to anyone involved in any facet of a technical sales process -- salespeople, application engineers, sales VP's. The techniques that Cohan describes will make a real impact on your bottom line.
There is wisdom here. Lots of it. It's full of content -- actionable and thought provoking. Cohan covers preparation, style, questions, special situations, time management and, very specifically, what it takes to deliver a great demo.
This is one of the few books I've seen on the subject that ties the demo all the way up to the business needs of the CEO.
If you are in software sales, this book is for you. If you're a rep, buy two copies. One for you and one for the person who does your demos. If you do demos, buy one for yourself and one for the rep with whom you work.
I recommend Peter Cohan's book not only to sales people and sales managers, but also to product marketing, sales development, and R&D managers who need to sell their products internally as well as externally.
Most Recent Customer Reviews
Peter's book is great, and his live training sessions are even better! I'm inviting him back for a 3rd training for my pre-sale team and couldn't be happier with the methodology... Read morePublished 5 months ago by S. Boyme
Peter E. Cohan is living as he write.
Excellent teacher, he knows what a Great Demo! is.
Peter does a great job of identifying and illustrating what really matters in a software demo. His extensive experience sitting on the other side of the table make his insights... Read morePublished 9 months ago by Tim
As someone who has been teaching sales and demo skills to high-tech Sales Engineers (AKA Solution Consultants, Applications Engineers, etc. Read morePublished 13 months ago by R. Garneau
Great book for anyone that delivers technical demos (ie. software or otherwise). Easy read so it's not just for the SE's of the world. Read morePublished 13 months ago by TheManCave