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Great Demo!: How To Create And Execute Stunning Software Demonstrations 2nd Edition
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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
Key identifiers in regards to things watch out for
Great recommendations for exercises throughout
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 11 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 15 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 18 months ago by R. Garneau