Great Demo! How to Create and Execute Stunning Software Demonstrations (Audible Audio Edition) Peter Cohan Dave Wright The Second Derivative Books
Download As PDF : Great Demo! How to Create and Execute Stunning Software Demonstrations (Audible Audio Edition) Peter Cohan Dave Wright The Second Derivative Books
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 audiobook to those in sales and management. Great Demo! is a terrific listen 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.
Great Demo! How to Create and Execute Stunning Software Demonstrations (Audible Audio Edition) Peter Cohan Dave Wright The Second Derivative Books
Longer than it needs to be but the simple GOLDEN advice is: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.
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Great Demo! How to Create and Execute Stunning Software Demonstrations (Audible Audio Edition) Peter Cohan Dave Wright The Second Derivative Books 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 and approach. He captured the attention and helped change behavior to impact sales for even my most seasoned, senior team members - all had great feedback on his approach and design.
Despite stating his preference for substance over style (p. 169) Mr. Cohan lets his style overwhelm the content of his book. Great Demo! contains excellent advice and is very practical in their presentation, particularly for people who are starting in a field role and need a basic road map for their customer encounters.
As far as style, Mr. Cohan's tendency to tell long stories from his experiences in the field ("...I set up my computer, connected to a network connection, and adjusted the LCD projector" p. 146) makes this book too long. Additionally, The Author's tendency to capitalize! Random Nouns and obsessive use of Exclamation Marks! disrupt the flow of reading. Lastly, for a writer that claims that "Humans are visual creatures" (p. 86) the lack of any illustration or charts, except sample customer org charts, is curious. I can think of a graphic model showing the author's proposed methodology and the progress made through it, allowing the reader to visualize their own progress.
In the substance section, the book is a very solid interpretation of solution selling for technical sales engineers. It gives a good methodology for discovery as well as structure for creating demos and presentations that may help capture the audience and create interest and discussion.
I recommend the book to whoever is starting in a technical sales role or feels the need to ramp up their presentation or to those managers interested in closer integration of their sales force and technical field teams.
To Mr. Cohan I recommend hiring a qualified editor for his next book.
I highly recommend this book to anyone who sells software and provides demos as part of the sales process. Learn this and close more deals.
I work as a technical consultant for a very cool, up-and-coming software company. We have often knocked the socks off customers using the "Great Demo" methodology, but the hardest part is having everyone buy into it. Sales and Tech presales need to qualify and pinpoint pain points and map them to solutions in your product. And both need to work together to "personalize it" to the customer and make sure you're showing exactly what the customer wants to see FIRST. I usually suprise them by using a person or two they would know in my examples, like their CEO, or Director of IT...
When sales and presales work together, and when you have the time to prep your demo, it's VERY impressive. But if Sales just wants to "rush forward" and show show product... that just puts customers to sleep. ;)
One of the best books for Solution Consultants and Sales Engineers! Having led several global pre-sales teams, this is on my list of required and mandatory reading for every new hire. This book sets the baseline for how to organize and present information to maximize sales effectiveness.
If you are entering the field as a new pre-sales consultant, have spent several years in the role and want to significantly improve your skills, or just want some fresh ideas this is a wonderful read.
I've read the book and seen the live training several times. Peter Cohan made a real and lasting difference in the way our company demos software. After years of working with the program and Peter I can say with confidence - it's solid gold. It's also great fun! Being there when a room full of people have that paradigm shift and get all excited about demos again is wonderful.
Traditional demos, you know, those boring one-sided monologues, dry company overviews, meandering clicks through processes or work flows until finally arriving at the prospect’s desired result, are no longer effective today (if they ever were!) Great Demo! turns this dated concept on its head and shows sales teams how to deliver value right up front to busy prospects. Strategies around how to identify and communicate that value, as well as how to organize your demo in a way that encourages, rather than discourages, dialogue are also especially relevant today. Highly recommend for new and experienced presenters.
Longer than it needs to be but the simple GOLDEN advice is
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.
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