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Rating: 
Summary: Hey! look, a useful book!
Review: Demos are of critical importance but are far too often left unmanaged, unstructured, or un-coached. Some people are naturally good at them, others aren't. And deals are won or lost based upon what happens during that critical single event. Believe me.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.
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Summary: Want differentiation from your competition? Read this book.
Review: Demos are of critical importance but are far too often left unmanaged, unstructured, or un-coached. Some people are naturally good at them, others aren't. And deals are won or lost based upon what happens during that critical single event. Believe me. 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.
Rating:
Summary: Hey! look, a useful book!
Review: For somebody with years of experience in the field it is a very humbling experience to read Peter Cohan's book. Peter is clearly a master of the field and has spent a lot of time thinking, organizing and practicing all the key points he develops in his book. The book not only covers the key elements of giving great presentations (and I say presentations on purpose as most of what he says goes beyond demos) but also does it in a well organized way. 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.
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Summary: Excellent Book -- "Great Demo" Captures Years of Experience
Review: Having worked at Hewlett-Packard for over 20 years in sales development, marketing, and senior management, I had the opportunity to present numerous demos, and later, to supervise dozens of people making presentations and giving demos to HP's customers. "Great Demo" has the potential to help the reader learn much more quickly how to give effective demonstrations and presentations. While you may not have as many funny-in-retrospect stories to tell as do those of us who had to learn through years of experience, "Great Demo" can help you become more successful more quickly.
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.
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Summary: The Complete Software Demo Guide
Review: 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.
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Summary: Has helped me immensely
Review: I'm an application engineer for a software reseller, and have found Peter Cohan's "Great Demo!" to be an invaluable guide in crafting my own demos to achieve maximum impact. One of the most valuable pieces of advice Cohan provides in this book -- to demonstrate the end result at the beginning -- has made a real impact on the demos I perform. My audiences are immediately engaged in my demonstration, and want to see more. The structure of the book itself highlights the effectiveness of this technique. By kicking off the book with this important piece of information, the reader is driven to read on. 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.
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Summary: Great Presentation/Demo Guide!
Review: Peter Cohan has distilled years of customer presentations into an incredibly practical, easy to apply methodical approach. He gives examples, formulas, checklists, and nuggets of information that are so incredibly helpful. He saved me from learning the hard way (the way he did) and my presentations go smoother now. The material is relevant for seminars and presentations as well as demos generally. I found his chapters on Preparation and Style particularly helpful for all my work. "Great Demo" is a GREAT BOOK! I highly recommend it.
Rating:
Summary: Great Presentation/Demo Guide!
Review: Peter Cohan has distilled years of customer presentations into an incredibly practical, easy to apply methodical approach. He gives examples, formulas, checklists, and nuggets of information that are so incredibly helpful. He saved me from learning the hard way (the way he did) and my presentations go smoother now. The material is relevant for seminars and presentations as well as demos generally. I found his chapters on Preparation and Style particularly helpful for all my work. "Great Demo" is a GREAT BOOK! I highly recommend it.
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Summary: This Is a Must Read
Review: The Great Demo! is a gem and has an appeal to a much wider audience than meets the eye. It offers helpful techniques for anyone facing an audience. The author is a masterful presenter and he offers insightful and creative ways of handling a presentation. He also provides many instructive and humorous vignettes. This book is a must for anyone who wants to connect with their audience.
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Summary: "Great Demo"
Review: Who wasn't bored watching a demo from a guy who coudn't stop pushing buttons, or was so exited about his own software that he forgot the needs of the customer? This book explains how to concentrate on the needs of the customer. There is the solution-oriented demo, and the demo that finalizes the technical part in the sales process. The book is written in "Californian", fresh, fast and with humor. It encompasses the principles of "Solution Selling", and works for software demonstrations or for demonstrations of any other product. You need to read it, if you need to win customer with making product demonstrations.
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