Finance-Software

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.

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.

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.