Great Demo!
Our Popular Books
Doing Discovery
Peter E. Cohan
Where do you stand with your discovery skills?
- Level 1: Uncovers statements of pain
- Level 2: Uncovers pain and explores more deeply;
- Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact
- Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies
- Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision
- Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios
- Level 7: Integrates and aligns the skills above into a cohesive discovery methodology.
And, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”
Reading and following the exercises in Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.
There are now over 2150 copies purchased, including nearly 350 Audiobooks. Advantage goes to the early adopter!
Great Demo!
Peter E. Cohan
Great Demo! is in its second edition and was substantially updated to address new situations and best practices. Over 38,000 copies have been purchased, including nearly 3700 Audiobooks.
A complete chapter addresses Remote Demos (e.g., via Zoom, WebEx, GoToMeeting and similar tools), an area that has become more and more important, but with less-than-desired results. The new chapter explores the challenges of Remote Demos and provides guidelines, best practices and some sage tips to increase the effectiveness and interactivity of these demonstrations.
An additional chapter presents Managing Evaluations (For Fun and Profit), offering excellent advice and specific guidance on when or when not to do POC’s and evaluations, how best to organize for success, and how to establish and receive value for POC’s or evaluations you run with customers – this last point has proven to be very valuable in Great Demo! Workshops, where participants have reported turning free evaluations into paid ones.
Availability
Great Demo! is available both in paperback and a variety of electronic formats, including Kindle, Amazon Audiobook, Nook and PDF. List price is $23.95 per copy, plus applicable tax and shipping, and the book can be purchased directly from The Second Derivative in electronic format (PDF) or online at www.Amazon.com in hardcopy, Kindle or Audiobook formats (US, Canada, UK, France, Germany, India, Italy, Spain, Japan, China) and www.BarnesandNoble.com in hard copy or Nook formats.
Look Me In the Eye
Julie Hansen
2021 Top Sales Book, Gold Medal Winner
Envision a virtual meeting that feels as if you’re sitting across from someone having a cup of coffee. Impossible? Not anymore.
Look Me In the Eye reveals how actors, television reporters, and digital influencers build personal relationships through the screen—and how to apply these same skills to your virtual meetings, video calls, or recordings!
Many relationships never progress past “you’re on mute.” Why? Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera’s constraints and communicate with greater influence, credibility, and engagement.
Whether you’re a salesperson, a business leader, or an entrepreneur, this ground-breaking guide offers a year’s worth of unique and practical tips and exercises for creating a near in-person experience in a virtual or hybrid world.
For example, you’ll learn:
- How to establish a personal connection with one person or one thousand on video
- When you absolutely, positively must look at the camera (and when it’s OK to sneak a peek!)
- How to avoid Resting Business Face and other self-sabotaging virtual behaviors
- A simple acting technique for connecting with those not on video
- How to read body language, present content, and manage tools—while staying engaged with your audience
Scroll up and start connecting today!
To find out more about Great Demo!
and how we can improve the performance of your company, contact us today — one of our team will be more than happy to speak with you.
Testimonials
Storytelling isn’t an art, it’s a science — and we teach it. With poorly structured demos being one of the main reasons that sales fail, we’ll teach you how to keep your customers engaged so that your
Tamir Gotfried
Chief Commercial Officer - Tytocare
Great Demo! sets the standard for how to communicate value, frame a conversation, and craft an effective story. It focuses on what a customer truly needs as opposed to what you think they need. It pivots the demo to a compelling story that has relevance and shows the client a vision of what is possible. That is why I have standardized on the Great Demo! and brought it into several organizations. The results speak for themselves. Shorter sales cycle times, shorter to no proof of concepts, and larger deals generated through focused conversations and discovery.
Greg Peters
Chief Commercial Officer - Incorta
There are things you learn in life, things you are taught that are so relevant and so impactful that they stick with you for a lifetime. For me, ‘Great Demo!’ is not only about creating engaging demos, it’s a masterclass in ‘reverse chronology’ storytelling.
Alex Watson
Director of Solution Consulting, Sage UKI Medium Business - Sage UKI
Chris Cathers
Sales Director - Swimlane
