Reprise News

Case studies and techniques to create the best software demo

Posts about interview:

How Chris White Closes Deals from Demos

Joe Caprio Oct 6, 2020 10:04:54 AM
How Chris White Closes Deals from Demos

Is your demo flatlining? You might need the help of DemoDoctor - founded by Chris White. He’s an expert in the field of closing demos - making them as effective as possible so you’re getting more deals from your demos. He’s also the author of Six Habits of Highly Effective Sales Engineers, written to help sales engineers deliver killer demos. 

Peter Cohan on How to Get the End Result in a Software Demo

Picture of Samuel Clemens
Samuel Clemens Jun 10, 2020 8:15:00 AM
Peter Cohan on How to Get the End Result in a Software Demo

On a call with our founder Joe Caprio, Peter Cohan brought up a concept from his book Great Demo: How To Create and Execute Stunning Software Demonstrations. Instead of walking through a long, arduous demo the salesperson should instead “do the last thing first” and show the end result.

"As customers, we take a look at the end result right up front. And we make a very rapid decision: does this look interesting? Does this look like it will solve my problems?" ~ Peter Cohan

His analogy is to a prospect choosing a recipe in a cookbook: show them a photo of the delicious meal before you make them sit through the cooking instructions.

But how do you show the final “delicious meal” for your complex software product?