Description

Great Demo! provides sales and presales team of workers with a strategy 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 and every successive chapter, providing a wealthy toolkit for software sales teams. Real-life anecdotes, examples, and axioms offer humorous and effective punctuation.Up to date with new very best practices, tips and techniques, this second edition now features 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 these in sales and management.Great Demo! is a fantastic read on an airplane or between customer visits. It offers a straightforward process for creating and delivering highly compelling software demonstrations, very good advice, tips, and the occasional epiphany.