Great Demo! How To Create And Execute Stunning Software Demonstrations: Third Edition

I have the 2nd edition, was privileged to get an advanced, digital copy of the 3rd edition and have rushed to buy it in paperback because of the quality of the guidance it offers. I'm a Solutions Consultant (Pre-Sales Engineer) and this has challenged significant prior methods and ideas, with thought-provoking chapters that have been brought up to date with multi-product solutions demonstrations and modern methods.I would not hesitate to recommend this and have even suggested to my employer that every SC should be given a copy - and told to read it.Whilst you're here, check out the Doing Discovery book by Peter too. I read it cover-to-cover on a flight and it's opened my eyes to the importance of combining great discovery with a great demo.

In "Great Demo! How To Create And Execute Stunning Software Demonstrations," Peter Cohen offers a profoundly simple yet impactful approach to enhancing software demonstrations, resonating well with my own professional journey in technology sales and pre-sales. I have nearly a decade of navigating complex sales environments and championing technological solutions and I recognize the power of Cohen's methodology in transforming the traditional demo into a compelling, customer-centric narrative.Cohen's strategy of presenting software capabilities by addressing the specific needs and challenges of potential clients has echoes in my own career. His emphasis on starting with the end in mind—showing the most significant and relevant features first—helped refine my approach in solutions architecture, where understanding and solving the customer's problem takes precedence.Moreover, Cohen’s insights into creating memorable demonstrations underscore the importance of preparation, a lesson that aligns with my experiences in delivering impactful presentations to C-suite executives and technical teams alike. By advocating for demos that speak directly to the viewer's pain points and aspirations, the book reinforces the power of relevance and context in technology solutions.Reflecting on Cohen’s principles through my experience in different industries , it’s evident that his strategies are not just theoretical but grounded in the realities of technology sales. His book serves as a venerable bible for refining and perfecting the art of the software demo along with reinforcing the value of strategic storytelling.

Me llegó la tercera edición del manual de Great Demo! y tiene una pinta espectacular, contenidos actualizados y nuevos elementos para mejorar como Preventas.Do the last thing first!!

The Great Demo! 2nd edition turned my perspective on demos upside down. This 3rd edition describes all steps in detail. A must-read, also for people who have bought the 2nd edition. It provides much more information.

Peter Cohan's third edition of "Great Demo!" builds upon the pearls of wisdom and pure-gold knowledge of the previous editions and brings even more valuable insights and strategies for delivering exceptional product demonstrations. Comparing it to the second edition, the third edition retains the core principles and techniques that have made "Great Demo!" a must-read for presales professionals worldwide, but re-worked and re-structured with an expanded avalanche of new content and information. Cohan's clear and concise writing style remains intact - along with his captivating sense of humour - making complex concepts easily accessible to readers of all backgrounds and experience levels.What sets the third edition apart is the SIGNIFICANT amount of updated content and inclusion of newer technologies and best practices, and expanded focus on presales activities like Discovery (Peter Cohan's "Doing Discovery" referenced here-and-there, not necessary to have read, but strongly encouraged!). Cohan delves deeper into the use of virtual demos and online presentations, recognising the shift in how products are now showcased in a digital world. He provides guidance on engaging audiences effectively to better understand specific details about their experience and adapting demonstration techniques to suit various roles in an organisation across in-person or virtual platforms. The addition of these modern insights makes "Great Demo!" an even more relevant resource for salespeople navigating the evolving landscape of product demonstrations.Moreover, the third edition introduces real-world examples from a wider range of industries, offering readers a more diverse set of scenarios to draw inspiration from. Cohan incorporates feedback from readers of the previous editions, further refining the book's content and ensuring that it addresses common challenges faced by presales professionals. Overall, "Great Demo!" remains a valuable resource for anyone involved in product demonstrations, and this latest edition cements its position as an essential guide for mastering the art of delivering persuasive and impactful demos."Great Demo!" goes beyond providing tips solely for presales professionals; it introduces frameworks and concepts that spill over into sales organisations as a whole, as well as leadership roles. One such framework is the concept of "second derivative" - or "do the last thing first." Cohan emphasises the importance of regularly analysing demo performance, gathering feedback, and making iterative adjustments to improve outcomes, with real examples - not just strategies - but activities and exercises to help "sharpen the saw." This philosophy of ongoing improvement can be applied throughout the sales organisation, fostering a culture of teamwork, collaboration and adaptation to stay ahead in a competitive market.Lastly, the long-proven frameworks presented in "Great Demo!" are transferable to leadership roles as well. Sales leaders can apply these principles to effectively guide and coach their teams, empowering them to deliver outstanding customer engagements and product demonstrations. The book's emphasis on clear communication, audience understanding, and storytelling can also influence how leaders present their vision and strategy to internal stakeholders, fostering alignment and buy-in throughout the organisation.In conclusion, "Great Demo!" offers frameworks and strategies that have broader applications beyond presales professionals, positively impacting sales organisations and leadership roles; if you're in Sales, Product or work with individuals or teams in any of these organisational units, this book is a "must-read."

I wish I had read this book when I first started in PreSales. It is full of valuable frameworks for success, including situation slide format, demo outlines, recommended meeting agendas, and how to calculate deltas (i.e. build a business case), just to name a few.It’s an easy read; I finished it in one weekend. The book is peppered throughout with demo horror stories, sidebars, exercises, and axioms. These break up the text into chunks and often provide levity. For example, he likens bad demos to the experience of falling off your bike and being offered everything EXCEPT what you need most (bandages and aspirin) by “helpful” passersby.I am excited to apply the teachings to my next demos. I look forward to reading his other book, Doing Discovery. (Insufficient discovery, according to Cohan, is the single largest reason why traditional demos fail, and I absolutely believe this.)