Bizcast: Bits about books – In Conversation with Peter E. Cohan, Author, “Great Demo!”
- Most Demos of software fail miserably because they are not crafted with the viewer in mind. They start and end by demonstrating each feature of the software. Within 15 minutes it becomes boring and irrelevant, and the viewers have tuned out. What they should be, instead, is a demonstration of the problem solving ability for the viewer being presented to.
- Each person in the buyer organization has a different objective, and a different problem to solve. For the CxO level it is about revenue and long-term growth. They are not interested in the details of how each function within the software functions. So, when presenting to this level, the seller must take into account this requirement, and craft the demo accordingly to address their needs and concerns.
- The way to craft captivating demos that resonate with the audience is through focused, conversational storytelling that align with the customers’ problems and show how the software being demonstrated has solved similar problems for other customers in the same category. This helps to engage the audience and improve the effectiveness of demos, in turn, increasing close rates aiding go-to-market strategy.
Run time – 1.07.26 mins.