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

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 book to those in sales and management.Great Demo! is a terrific read 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.

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• Product Demos That Sell: How to Deliver Winning SaaS Demos
• The Six Habits of Highly Effective Sales Engineers
• How to Demonstrate Software So People Buy It
• The Evolving Sales Engineer: Updated Version
• Sales on Rails: A Sales Engineer's Framework for Better Selling
• Blueprints for a SaaS Sales Organization: How to Design, Build and Scale a Customer-Centric Sales Organization (Sales Blueprints)
• The Challenger Sale: Taking Control of the Customer Conversation