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Product Description
Product Description
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.
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.
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This is really simple and very powerful. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
This is really simple and very powerful. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
Format:Paperback
Peter E. Cohan gives us a succint, easy to read guide on how to deliver compelling software demonstrations. As you read through it you'll be thinking, "Yeah that's a great idea but it's so obvious. This guy's not telling me anything I don't already know." That may be true, but then why weren't you practising the techniques already???
The advice may be rooted in common sense and an understanding of basic human nature, but sometimes these things need saying (or in this case writng) in order for people to think about them seriously.
This is a great book that gives you a simple, common-sense methodology for delivering great software demos. I bought a copy for my whole team and we're putting the methodology into practice.
The advice may be rooted in common sense and an understanding of basic human nature, but sometimes these things need saying (or in this case writng) in order for people to think about them seriously.
This is a great book that gives you a simple, common-sense methodology for delivering great software demos. I bought a copy for my whole team and we're putting the methodology into practice.
Format:Paperback
I'm a technical type of person (as opposed to a sales type) and this book made me realise in the first chapter that my approach to creating demos is back-to-front.
The book was worth buying just for this one insight but in addition it covers the whole process of tailoring a demo for a specific customer to maximise the chance of clinching a sale and I'd go so far as to say that it's essential reading for anyone who has to do this kind of thing as part of their job.
The book was worth buying just for this one insight but in addition it covers the whole process of tailoring a demo for a specific customer to maximise the chance of clinching a sale and I'd go so far as to say that it's essential reading for anyone who has to do this kind of thing as part of their job.
Format:Paperback
An excellent "how to" book that could radically change the way you sell your ideas to people. Reading through it I was constantly visualizing the good, the bad and the plain ugly demos and presentations I have sat through or been part of over the past few years. Now if Peter's book could be used by fellow scientists to present their ideas to non-scientists in the same way, the world would be a better place or at least we would have more understanding and respect!!
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