Mktg SIG: Delivering Compelling Software Demonstrations
Learn how to create and deliver a show that gets results!
Peter Cohan, Principal - The Second Derivative
Click here to view Peter Cohan's meeting presentation as a PDF.
NOTE: LOCATION HAS BEEN CHANGED FOR THIS MONTH ONLY
Delivering Compelling Software Demonstrations
You've worked hard to find and qualify a prospective customer, and now you're being asked to give a demonstration. Do you know how to present your product in a compelling way that makes your audience eager to buy? Will you make the most of your only chance to make a good first impression, or will you go home feeling like a loser?
Knowing how to demonstrate effectively is a vital skill for anyone who sells or markets software, and you need more than just in-depth product knowledge to do it. You need to be able to tune into your audience, assess their needs, and deliver a show that really resonates with those needs.
In this session, you will learn about the many ways that software demos can go wrong, and how to make sure that your demos go right. Topics will include pre-demo negotiations, audience qualification, feature/benefit assessment, scripting, and delivery. You will also learn tips on how to effectively use remote demonstration technology to increase selling efficiency by minimizing travel time and costs.
About the Presenter
is principal of The Second Derivative, a consultancy focused on helping software organizations improve their sales and marketing results. He is the author of "Great Demo!", a book that draws from his years of customer interactions and hundreds of demonstrations.
Before founding The Second Derivative, Peter worked in business development at Symyx Technologies, a company focused on technologies for high-speed materials discovery. There, he built their Discovery Tools® technology from into a nearly $30 million operation in only four years. Prior to Symyx, Peter served in product management, marketing, and sales positions at MDL Information Systems, a leading provider of molecular information management systems and tools. He holds a bachelor's degree in biochemistry.
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7:00-7:20pm announcements and introductions
7:20-8:30pm presentation and discussion
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