Showware - Showing Them Your Soft Wares

books:


	• Demonstrating to Win!: The Indispensable Guide for Demonstrating Software Robert Riefstahl Xlibris Corporation, 2000 - 268 pages average customer review:based on 16 reviews view larger image
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highly recommended

Just what my sales force needed

I read Demo2Win and fell in love with the concept. After years of demonstrating software, I always felt like I could have done better if I had more tools. Robert's book gave me those tools. The tools I remember from the book were simple. Just be a little different than the other person or company. The Discovery Phase in the long run will save you and your customer time. You will find out if you can supply what the customer needs or leave it to someone else to fulfill their needs. Why waste time. The Demo Crimes made me cringe because I know I've committed a few of them over and over. Now I won't commit those crimes because it's been brought to my attention by Robert.
After I read the book I asked my boss to read it. He read it and ordered about 30 copies for all of our salesforce to read. Each and every person that read it then praised it. It was kind of like the lights went on in everybody's head.
I'd recommend this book to any salesperson. I've already read it more than three times. I take it on each flight I make and read at least a few pages each time.
Thanks, Robert.

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Informative Book

I thought this was a well written book on the fundamentals of demonstrating and or presenting software. I am a big believer in "Discovery" it makes for a much better and targeted demo. I also particularly like the metaphor he uses of "crossing the bridge" and how applying the principles in this book can help our prospects bridge the gap. He has some great nuggets for sales people who are involved in enterprise or consultative sales. Don't let the title fool you,(not just for SE's) I would recommend this book for all sales people who are interested in mastering their craft!

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realistic demo experiences

Excellent Book!!!

Since 1988, I have conducted many system software demonstrations!!

Demonstrating to Win touches all of my experiences from small client engagements to some one pulling out the plug of a mini AS/400!

By reading this book, I felt like you were a spider on the wall recording my many demo successes and failures.

Good Job.

Kevin M. Lee

Industry Director:

High Tech & Electronics

SSA Global

8913 Metheny Circle

Tampa Florida 33615

C 813-495-0332

O 813-249-0961

Kevin.Lee@ssaglobal.com

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Showware - Showing Them Your Soft Wares

Demonstrating To Win is an exhaustive book on the topic of demonstrating software by experienced hand Robert Riefstahl. The author delves into the subject at hand with precision and detail through chapters like Demonstrating Is Not An Art!, Important Demonstration Concepts, The Demo Crime Files! and Your Demonstration Setting. There can hardly be a better resource than Demonstrating To Win for professionals in the industry. The book covers the obvious, mundane and elementary to the detailed nuances and tricks of the trade and aims to articulate the author's main thrust that in order to win the day the presenter has to build a bridge that the prospect wants to cross in order to reach you (and your software product).
Each chapter is augmented by a brief summary which offers a synopsis of the topic covered and the author practices what he preaches by offering his experience in plain language. There certainly are a couple of instances where the reader will notice the book's age and its year 2000 publication date, most notably during the technical discussions, but Riefstahl's guide is comprehensive and advantageous all the way through and still relevant to those demonstrating software to potential customers.

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Practical pre-sales demo advise

This is an excellent how-to book for improving your discovery and demo skills for enterprise software sales.

Chapter 4 (Demo Crime Files) and Chapter 5 (Discovery Process) more that justify the price of the book.

I sincerely wish that all presales engineers would read this book before presenting to customers.

reviews: page 1, 2, 3, 4

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