Review of Great Demo: How to Create and Execute Stunning Software Demonstrations (Paperback)

I think we have all sat through software demos, which were extremely boring, poorly planned or appeared to be meant for another audience.The reading of Great Demo! will ensure that you don't make those mistakes. It is a very easy read with straightforward examples of what to do and what not to do during the demo. It covers the entire gamut of the software demo including the identification of the customer's critical business issues, communication within the sales team, identification of the room specs, and the time-line of the demo. Overall, it is an excellent guide for anyone associated with a technical sales team.

Product Description
These are exciting and challenging times in the software industry.It is now more important than ever to connect and succeed in the sale of software products.Great Demo! provides sales and technical sales staff with tools and methods to dramatically increase the probability of success in closing business through substantially improved software demonstrations:

"...it directly applies to my situation and might have already helped us with a $250,000 order!"

"Thanks for writing the book...really good stuff for experienced people to be reminded of, and new folks to take to heart."

The problems faced by sales teams are examined along with the real costs incurred in typical sales processes today.The "Great Demo!" method is presented simply and clearly, and elaborated more fully in each successive chapter, providing a rich toolkit for technical sales staff and the sales team as a whole.Real-life anecdotes, examples and "axioms" offer humorous and effective punctuation to the material.

Great Demo! reads easily on a plane between sales calls and is well organized to provide easy access to specific ideas and materials as a handy reference tool.It dramatically increases the probability of success for each subsequent sales project - and that's the key objective!

About the Author
Peter Cohan has over 20 years of experience in the creation, marketing, and sales of software for scientific marketplaces. The Great Demo! methodology comes directly from extensive first-hand experience developing and delivering software demonstrations, and in coaching others to achieve higher success rates in their use of software demonstrations.

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