- Paperback: 308 pages
- Publisher: iUniverse, Inc.; 2nd edition (April 5, 2005)
- Language: English
- ISBN-10: 059534559X
- ISBN-13: 978-0595345595
- Product Dimensions: 6 x 0.8 x 9 inches
- Shipping Weight: 1.2 pounds (View shipping rates and policies)
- Average Customer Review: 4.3 out of 5 stars See all reviews (51 customer reviews)
- Amazon Best Sellers Rank: #104,529 in Books (See Top 100 in Books)
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Great Demo!: How To Create And Execute Stunning Software Demonstrations 2nd Edition
Use the Amazon App to scan ISBNs and compare prices.
The Amazon Book Review
Discover what to read next through the Amazon Book Review. Learn more.
Frequently Bought Together
Customers Who Bought This Item Also Bought
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.
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. I think it helps differentiate our company/products since competitors may not be leading off with their best foot forward so intentionally. There are also practical benefits since executive level prospects/audience members may be present only in the beginning of a demo but not the end. If the opposite is true you can always show the best stuff again (and may be asked to do so), but if that exec leaves the presentation early and you haven't shown your best stuff, they may never see it at all. Of course, the book is well aware of this and many other practical benefits. Cohan has a web site called DemoGurus so he has a good base of info in addition to his own extensive experience to build the Great Demo method upon.
Interestingly, the book develops as if it is following its own method by unfolding more and more answers about the method itself as the chapters progress (as if it were the product being demo'd). In the early going this can be a little slow to develop, but by the middle of the book, there is a wealth of knowledge being presented. The presentation of the entire book also has business appeal. The pages are short and most follow a checklist type format. This makes the content easy to locate and train/test others on.
In addition to the Do the Last Thing First tactic, Great Demo also emphasizes showing only those Specific Capabilities that are necessary to address the customer's problem. This second point is also extremely important, but unlike the Do the Last Thing First advice, it can be found in most contemporary software demo methods. Great Demo, like its rivals, is smart enough to know software products these days are just too deep or broad to show in their entirety, this would only frustrate the prospect. Great Demo is very good about combining up to date management insights with its own unique contributions. In fact, Great demo is partially based upon the best thinking from the field of personal performance such as Covey's 7 Habits, and Solution Selling from Bosworth. Bosworth's Solution Selling is recommended multiple times as an important supplement to Great Demo. These thought leaders inform Cohan's organization of the Great Demo method. A reading list at the end of the book has helpful comments on these books and others the author has found valuable.
As the chapters progress, practical topics such as preparing the sales setup, tech aspects of the demo and dealing with questions are discussed point by point. The preparation chapters (especially technical) receive a lot of pages and account for about a quarter of the book. Chapter 11 is about doing remote demos and is worth the price of the book because it clarifies some practical approaches to this increasingly common medium for demos. As many of us can attest by now, remote demos can be really tedious/ineffective. In a nutshell, you must make the remote demo interactive even though it seems like a poor medium for doing so. Chapter 11 tells you how to manage the remote demo so you can turn it into an advantage for everyone.
I've read/reviewed other books on giving software demos and I think the Great Demo method is the most up-to-date and down-on-the-street effective. If you want to differentiate your demos from the usual fare everyone is tired of, do it by making them Great Demos.
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.
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.
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.
Most Recent Customer Reviews
Key identifiers in regards to things watch out for
Great recommendations for exercises throughout
Excellent teacher, he knows what a Great Demo! is.