Great Demo!: How to Create and Execute Stunning Software Demonstrationsby Peter E. Cohan
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 &… See more details below
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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.
- iUniverse, Incorporated
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Meet 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 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.
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