Great Demo!

How to Create and Execute Stunning Software Demonstrations

By: Peter Cohan

Narrated by: Dave Wright

A new edition of Great Demo! is also available.

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.

©2005 Peter E. Cohan (P)2013 Peter E. Cohan

Audible and book

Would you listen to Great Demo! again? Why?

Yes, its educational.

What was one of the most memorable moments of Great Demo!?

The speaker does a great job in stating the importance of communication.

Have you listened to any of Dave Wright’s other performances before? How does this one compare?

no

Did you have an extreme reaction to this book? Did it make you laugh or cry?

no

Any additional comments?

I suggest you also get the book along with the Audible so you can use it for quicker reference.

It’s a manual/guide

It’s a manual so it’s boring, but it gives you all the information you need.

Great Content

There is so much good stuff in this book. It’s dry no matter how you spin it, but I definitely made notes of chapters to go back and review time and again.

There’s some recording mistakes in chapter 15 and the “axiom notifier” usually is Much louder than the spoken word. Otherwise, great listen!

Too much repetition and basics

Would have preferred a fictional novel instead of a manual, but there were a lot of great tips. Some parts were just tedious to listen to

good read

this was great book, a lot of good information even for a seasoned sales engineer.

Terrible! Don’t waste your money or credit

I had to give up by chapter 4. This book is a series of lists and hype. No content.

Painful to attempt to finish

This book could’ve easily been a 1-2 hr podcast or short article, but it’s filled with fluff and outdated material. It’s painful to try and finish. At the root of it there are good concepts for sales and demos which is the reason for the 2 stars. However, it is horribly antiquated and in much need of an update to fit with selling styles in 2022 and beyond. The examples presented are outdated as well. There’s an actual quote about remote demos are for when you want to lose a sale. I wouldn’t recommend to anyone. There are better sales/demo books out there that do a better job.