Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help […]
Great Demo! Workshop on May 22-23, 2013 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on Oct 9 &10, 2013 Read More »
The key to changing management’s view of an innovation from “probably not a good idea” is to assess the impact of metrics that they care about. At which point you are often told “We’re late.”
We offered a Book Club for Business Impact webinar on Sep-4-2012 that addressed “Lessons Learned Implementing The Great Demo Methodology” based on the Great Demo! book by Peter Cohan. We had two change agents join us on the panel: Barry Nelson and Jolie Rollins and our intent, consistent with the Book Club’s promise, elicit actionable
Recap and Audio From “Lessons Learned Implementing Great Demo! Methodology” Read More »
We have two people joining Peter Cohan and myself on tomorrow’s “Lessons Learned Implementing the Great Demo! Methodology” who have not only implemented the Great Demo! at several companies but championed several disruptive products as change agents: Jolie Rollins, a consultant in healthcare information technology (HIT) change management with more than 15 years of experience
Two Change Agents Added to Sep 4 Great Demo! Webinar Panel Read More »
The Great Demo! methodology offers a lean approach to sales. It encourages you to get to the point quickly with an example of a solution you believe that the customer will find valuable
Great Demo! Methodology Offers a Lean Approach to Sales and Presentations Read More »
Live roundtable on lessons learned implementing the “Great Demo!” methodology Tue-Sep-4-2012 12:00 p.m. Pacific / 1:00 p.m. Mountain 2:00 p.m. Central / 3:00 p.m. Eastern 8:00 PM London / 9:00 PM Paris & Berlin Update Sept 6: “Recap and Audio from “Lessons Learned Implementing Great Demo! Methodology“ Great Demo!: How To Create And Execute Stunning
Book Club: Lessons Learned Implementing “Great Demo!” Methodology Read More »
Avoid “vendor speak” where you use words like innovative, seamless, robust, disruptive, or patented. These are not words a customer would use to describe your product.
Innovative, Robust, Seamless, Disruptive, and Patented Read More »
The fact that your new application was a weekend project is not a feature! I see announcements like We just coded this up last weekend take a look… I wrote this on a Saturday afternoon check it out… We built the tool (over the last few weekends)… I don’t know if it’s Startup Weekend’s original
The Fact That Your App Was a Weekend Project Is Not a Feature Read More »
OVERALL OBJECTIVES Establish a framework, including skills and processes, to create and deliver improved software demonstrations to increase success in the sales and deployment of your organization’s offerings. Sub-objectives: Improve demonstration quality and effectiveness, by implementing a standard process and tools for demonstrations. Establish and communicate clear objectives for each demo. Increase probability of success
Great Demo! Demonstration Effectiveness Workshop Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help
Great Demo! Workshop on October 10 & 11, 2012 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, May 23, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on May 23, 2012 Read More »
The primary challenge when you are first targeting a set of prospects for your product is to resist the urge of seeing the product as broadly applicable, instead focus narrowly where you bring strong benefit to get traction.
Defining Your Benefit and Targeting a Set of Prospects Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, February 29, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on February 29, 2012 Read More »
A common complaint an entrepreneur voices when they first try to explain why a prospect should pay for their product: “It’s difficult expressing the value proposition in just a few words because there are so many different ways to use it.” Many an entrepreneur with a new product Here are some things to try to
It’s the Picture on the Box that Sells the LEGO Set Read More »
I am always interested in having a conversation with a prospect. If you are hoping to infer needs from seeing them press a menu button with an icon or one or two words on it I think that’s a poor substitute for a conversation. I know that people cannot always predict what they need or
Selling to a Business Requires Conversations that Build Trust Read More »
On October 12, we are hosting Peter Cohan’s Great Demo! Workshop. It is open to the public and often participates travel from afar. The all day workshop held at the Moorpark Hotel, which several past attendees have stayed at and enjoyed. Here are some additional hotels that are nearby listed in increasing distance from the
Hotels Near Great Demo! Workshop Read More »
Here is a brief testimonial from Charles Minnich of Hyland Software after he attended our Great Demo workshop in September of 2010.
Charles Minnich of Hyland Software on “Great Demo!” Workshop Read More »
We have two sessions on Peter Cohan’s Great Demo! book. Sep-4-2012 that addressed “Lessons Learned Implementing The Great Demo! Methodology” We had two change agents join us on the panel: Barry Nelson and Jolie Rollins and our intent, consistent with the Book Club’s promise, elicit actionable insights from the panel informed by the book’s content. Listen
Book Club: Cohan’s “Great Demo!” Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, October 12, 2011 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo! Workshop on October 12, 2011 Read More »
