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Great Demo!: How to Create and Execute Stunning Software Demonstrations
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Great Demo!: How to Create and Execute Stunning Software Demonstrations

3.80  ·  Rating details ·  97 ratings  ·  4 reviews
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 ...more
Paperback, 312 pages
Published March 31st 2005 by iUniverse (first published March 5th 2005)
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Jaron Dunford
Nov 07, 2018 rated it liked it
Shelves: read-business
Notes:

Understand their priorities and then ask, what specific capabilities are needed to solve this problem

Give them what they need right away. 2 real world examples, DMV giving you wrong thing, or car dealer selling features you don't need

Create your summaries before you create the demo. Enables you to focus in key themes consistently.

Summarize early and often

Look for buzz words

Involve people in your demos. Increases owenership
Jay
Apr 04, 2010 rated it liked it
Shelves: business
This book was suggested by a supervisor. I'm in a job where I do demos of enterprise software. This book covers the basic processes involved in understanding client needs and building a great demo. The book is very good on the basics, and provides some sample checklists and reports. I did notice that it is a bit dated - the software references are from 2001 (these may have been updated in a newer version of this book). The book did not go into team demoing, which comprises a lot of enterprise ...more
Lori Grant
Mar 29, 2013 rated it really liked it
Shelves: marketing-tools
A should-read book on marketing tools for the knowledge worker, manager, executive, or entrepreneur.
Jim
Feb 01, 2011 rated it liked it
good basic premises, reminds read of things that seem like common sense -- but, it's good to see it written down in one place.
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