Great Demo! How To Create And Execute Stunning Software Demonstrations: Third Edition Paperback – July 6, 2023

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.

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.)

Great Demo!" by Peter Cohan revolutionized the way I approach presentations.Since discovering it in 2004, I've seen the tremendous impact of its methodology, not only in transforming individual presentation skills but also in driving tangible business results. Implementing the principles outlined in "Great Demo!" in the organizations I have led has consistently led to increased win rates and shortened sales cycles for my teams. The ability to engage prospects on a deeper level has been a game-changer in closing deals more effectively while creating solutions that add value to clients!The concept of "doing the last thing first" and the psychological techniques in the book apply to any presentation or solution representation, making it a must-read for any person interacting with prospects and clients.Whether you're in Presales, Sales, Customer Success, Marketing, or Business Development, this book is a game-changer for anyone working with clients. Practical advice, real-world examples, and actionable insights create a compelling guide to becoming an expert presenter and communicator while increasing customer satisfaction and driving growth efficiently.Peter Cohan's wisdom will equip you with the tools to deliver impactful presentations that leave a lasting impression on your audience. This book deserves a spot on every professional's bookshelf.

"Do The Last Thing First..." You should buy this book!I have a few well-worn, dog-eared standards: K&R, Numerical Recipes in C, the Steele Common LISP......and Peter Cohan's Great Demo! (2nd Ed). I got this back in the early '00's, when The Second Derivative was doing week-long, on-site training. (i.e. The Glory Days).Cohan's 3rd Edition weighs in at twice the pages of 2nd Ed. The easy-to-read, folksy, sidebar and story-filled format remains. Cohan, et al, (al being Cohan's _Doing Discovery_) address the huge challenge in the pre-sales space - training for discovery and the effective software demo._Great Demo!_ is a Master Class for the career of the pre-sales team. The Great Ideas from 2nd Ed. have proven themselves in my 20 years selling in the software products space. The 3rd Ed. adds to each chapter and to the 'middle' of the discussion, rather than just tacking on more topics....and Peter is one cool dude...

Insightful and thought provoking. This is a useful book for most tech and software companies

Stop subjecting your prospects to mind-numbing demos long on clicks and short on value. Great Demo! turns the traditional demo upside down by providing a comprehensive framework that transforms your demo into a captivating experience that showcases the true worth and impact of your offerings. This Third Edition builds on the proven Great Demo! methodology trusted by thousands of presales professionals around the world and arms you with the latest strategies and insights for facing today’s challenges. Cohan’s unwavering dedication to practicality, along with helpful (and often humorous) examples, stories, and steps, make this an easy-to-use guide for everything from planning, preparing, and delivering a winning demo!