Great Demo!

How to Create and Execute Stunning Software Demonstrations

Author: Peter E. Cohan

Publisher: N.A

ISBN: 9780595345595

Category: Business & Economics

Page: 312

View: 5632

Have you ever seen a bad software demo ? Peter Cohan helps organizations put the Wow! into their demos to make them crisp, compelling and successful - to get the job done. He has had roles in four corners: technical, product and field marketing (he was banished to Basel, Switzerland for two years for bad behavior); sales and sales management; senior management (he built a business unit up from an empty spreadsheet into a $30M per year operation); and, in this last role, he has been that most important of all possible entities, a customer Peter Cohan leverages twenty-five years of experience in selling and marketing business software and as a customer. The Great Demo! method comes directly from extensive firsthand experiences in developing and delivering software demonstrations, and in coaching others to achieve surprisingly high success rates with their sales and marketing demos. For more information on demonstration methods, guidelines and tips, explore the author's website at or contact the author directly at [email protected]

Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition

Author: John Care,Aron Bohlig

Publisher: Artech House

ISBN: 1608077446

Category: Business & Economics

Page: 406

View: 6461

Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.

Demonstrating to Win!

The Indispensable Guide for Demonstrating Complex Products

Author: Robert Riefstahl

Publisher: Demonstrating to Win!

ISBN: 9780615477091

Category: Business & Economics

Page: 344

View: 8810

The demonstration or presentation of complex products like technology or medical devices is like leading a person over a treacherous ravine. Throughout a demo or presentation, your prospect wants to run back to the relative safety of their existing world. This book will help you comfortably lead your prospect to your solution and make you the best demonstrator and presenter in your field! Tactics that you will find useful include: *Identifying and avoiding Demo Crimes *Winning demo techniques like "Tell-Show-Tell" *Building a value case for your solution *Managing your audience and reading their personalities *Creating winning themes *Performing differentiating Web demos and presentations *Conducting high value Discoveries *Managing your room environment *Winning teamwork techniques We are an idea company that has built a deep set of actionable techniques and strategies derived from years of working with the most innovative and successful companies in the world. Our clients include Microsoft, SAP, Oracle, IBM, Getinge and many others. We adapted the ideas in this book based upon training thousands of highly paid, highly experienced professional demonstrators and presenters in every region of the world thus making it globally applicable and effective. We understand that the very best ideas are judged by their impact, and our clients validate the impact of our concepts through increased sales effectiveness every day. Don't miss out on this opportunity to truly differentiate your products and services.

Great Demo!

How to Create and Execute Stunning Software Demonstrations

Author: Peter E. Cohan

Publisher: iUniverse

ISBN: 0595274579

Category: Business & Economics

Page: 214

View: 4732

These are exciting and challenging times in the software industry. It is now more important than ever to connect and succeed in the sale of software products. "Great Demo!" provides sales and technical sales staff with tools and methods to dramatically increase the probability of success in closing business through substantially improved software demonstrations: ..".it directly applies to my situation and might have already helped us with a $250,000 order!" "Thanks for writing the book...really good stuff for experienced people to be reminded of, and new folks to take to heart." The problems faced by sales teams are examined along with the real costs incurred in typical sales processes today. The "Great Demo!" method is presented simply and clearly, and elaborated more fully in each successive chapter, providing a rich toolkit for technical sales staff and the sales team as a whole. Real-life anecdotes, examples and "axioms" offer humorous and effective punctuation to the material."Great Demo! reads easily on a plane between sales calls and is well organized to provide easy access to specific ideas and materials as a handy reference tool. It dramatically increases the probability of success for each subsequent sales project - and that's the key objective!

Marketing in the Age of Google, Revised and Updated

Your Online Strategy IS Your Business Strategy

Author: Vanessa Fox

Publisher: John Wiley & Sons

ISBN: 111834300X

Category: Business & Economics

Page: 272

View: 4599

Search has changed everything. Has your business harnessed its full potential? A business's search strategy can have a dramatic impact on how consumers interact with that business. But even more importantly, search engine activity provides amazingly useful data about customer behavior, needs, and motivations. In this non-technical book for executives, business owners, and marketers, search engine strategy guru Vanessa Fox—who created Google's portal for site owners, Google Webmaster Central—explains what every marketer or business owner needs to understand about search rankings, search data, comprehensive search strategies, and integrating your strategy into the businesses processes. Updated statistics, tools, and recommendations Details about the latest changes from Google, Bing, and the overall search landscape Explanation and recommendations related to Google's substantial new search algorithm, know as "Panda" Discussion of the changing landscape of the integration of search and social media, including the addition of Google+ to the mix Traditional marketing isn't enough anymore. Businesses need to evolve as customer behavior evolves. Marketing in the Age of Google shows you how.

Making the Technical Sale

Real-World Training for the Successful Sales Consultant

Author: Rick Greenwald,James F. Milbery,Jim Milbery

Publisher: Course Technology

ISBN: 9780966288995

Category: Business & Economics

Page: 385

View: 2065

Exploring how technical sales of a software product is different from general sales, this guide discusses the full range of skills needed by technical sales professionals. It also illuminates the typical tasks technical sales professionals handle, explores the role these people play on the sales team, and covers basics such as presentation skills, working in a team, time management, and more. Illustrations.

Nationalism Without A Nation In India

Author: G. Aloysius

Publisher: Oxford University Press, USA

ISBN: 9780195641042

Category: India

Page: 265

View: 5594

This book is a hard-hitting sociological critique of India's nationalist historiography. The National Movement is also examined critically. Students of sociology, social anthropology, political science, and Indian history will take an interest in this volume.

Keeping Patients Safe:

Transforming the Work Environment of Nurses

Author: Committee on the Work Environment for Nurses and Patient Safety,Board on Health Care Services,Institute of Medicine

Publisher: National Academies Press

ISBN: 0309187362

Category: Medical

Page: 488

View: 8976

Building on the revolutionary Institute of Medicine reports To Err is Human and Crossing the Quality Chasm, Keeping Patients Safe lays out guidelines for improving patient safety by changing nurses' working conditions and demands. Licensed nurses and unlicensed nursing assistants are critical participants in our national effort to protect patients from health care errors. The nature of the activities nurses typically perform - monitoring patients, educating home caretakers, performing treatments, and rescuing patients who are in crisis - provides an indispensable resource in detecting and remedying error-producing defects in the U.S. health care system. During the past two decades, substantial changes have been made in the organization and delivery of health care - and consequently in the job description and work environment of nurses. As patients are increasingly cared for as outpatients, nurses in hospitals and nursing homes deal with greater severity of illness. Problems in management practices, employee deployment, work and workspace design, and the basic safety culture of health care organizations place patients at further risk. This newest edition in the groundbreaking Institute of Medicine Quality Chasm series discusses the key aspects of the work environment for nurses and reviews the potential improvements in working conditions that are likely to have an impact on patient safety.

Orchestrating Experiences

Collaborative Design for Complexity

Author: Chris Risdon,Patrick Quattlebaum

Publisher: Rosenfeld Media

ISBN: 1933820748

Category: Design

Page: 336

View: 5061

Customer experiences are increasingly complicated—with multiple channels, touchpoints, contexts, and moving parts—all delivered by fragmented organizations. How can you bring your ideas to life in the face of such complexity? Orchestrating Experiences is a practical guide for designers and everyone struggling to create products and services in complex environments.

Tales from the Development Frontier

How China and Other Countries Harness Light Manufacturing to Create Jobs and Prosperity

Author: Hinh T. Dinh,Thomas G. Rawski,Ali Zafar,Lihong Wang,Eleonora Mavroeidi

Publisher: World Bank Publications

ISBN: 0821399896

Category: Business & Economics

Page: 552

View: 1930

Tales from the Development Frontier presents analytical reviews and case studies that show how selected countries have developed light manufacturing to create jobs and foster prosperity. The focus is on China, a current powerhouse in light manufacturing, but the volume also analyzes a selection of countries in Africa and Asia.

10 Steps to Successful Virtual Presentations

Author: Wayne Turmel

Publisher: American Society for Training and Development

ISBN: 1562867466

Category: Business & Economics

Page: 176

View: 2923

Over 5 million web meetings take place each day, but companies often don't use this medium to its full potential. This book outlines the wide breadth of opportunities for presenting online and shows how to use these capabilities to best fill your business need. It details how to design and deliver an impactful and effective web presentation and reveals why to present online, how to choose your platform, and how to engage your audience.

The Art of the Start 2.0

The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything

Author: Guy Kawasaki

Publisher: Penguin

ISBN: 0698193636

Category: Business & Economics

Page: 336

View: 5493

Fully revised and expanded for the first time in a decade, this is Guy Kawasaki's classic, bestselling guide to launching and making your new product, service, or idea a success. Whether you're an aspiring entrepreneur, small-business owner, intrapreneur, or not-for-profit leader, there's no shortage of advice on topics such as innovating, recruiting, fund raising, and branding. In fact, there are so many books, articles, websites, blogs, webinars, and conferences that many startups get paralyzed, or they focus on the wrong priorities and go broke before they succeed. The Art of the Start 2.0 solves that problem by distilling Guy Kawasaki's decades of experience as one of the most hardworking and irreverent strategists in the business world. Guy has totally overhauled this iconic, essential guide for anyone starting anything. It’s 64 percent longer than version 1.0 and features his latest insights and practical advice about social media, crowdfunding, cloud computing, and many other topics. Guy understands the seismic changes in business over the last decade: Once-invulnerable market leaders are struggling. Many of the basics of getting established have become easier, cheaper, and more democratic. Business plans are no longer necessary. Social media has replaced PR and advertising as the key method of promotion. Crowdfunding is now a viable alternative to investors. The cloud makes basic infrastructure affordable for almost any new venture. The Art of the Start 2.0 will show you how to effectively deploy all these new tools. And it will help you master the fundamental challenges that have not changed: building a strong team, creating an awesome product or service, and facing down your competition. As Guy likes to say, “Entrepreneur is a state of mind, not a job title.” His book will help you make your crazy ideas stick, through an adventure that's more art than science – the art of the start.

Camtasia Studio 4

The Definitive Guide

Author: Daniel Park

Publisher: Jones & Bartlett Publishers

ISBN: 1598220373

Category: Computers

Page: 581

View: 3527

Companion CD includes a trial version of Camtasia Studio 4! With the latest release of Camtasia Studio, TechSmith continues to enhance its industry-leading screen video recording and editing tool. Camtasia Studio 4: The Definitive Guide describes the newest features and takes the user through the entire process of creating top-notch software tutorials, marketing spots, and demonstrations. This book provides a practical guide to getting the most out of Camtasia Studio, with topics ranging from developing goals, determining the audience, and storyboarding to recording, editing, and producing. Learn how to; record content and create special effects with the Camtasia Recorder; select, rearrange, trim, and extend video clips; enhance your audio using new sound manipulation techniques; collect data from viewers with the survey feature; produce your video for distribution via CD, DVD, the web, and portable media players; add closed captioning to make your videos more accessible. With this text, learn how to record content and creat special effects with the Camtasia Recorder Select, rearrange, trim, and extend video clips; enhance your audio using new sound manipulation techniques; collect data from viewers with the survey feature; produce your video for distribution via CD, DVD, the web, and portable media players; add closed captioning to make your videos more accessible.

Camtasia Studio 6: the Definitive Guide

Author: Daniel Park

Publisher: Jones & Bartlett Publishers

ISBN: 0763782882

Category: Computers

Page: 556

View: 9809

Camtasia Studio 6 is the latest version of TechSmith's industry-leading screen video recording and editing tool. Camtasia Studio 6: The Definitive Guide leads the user through the entire process of creating top-notch software tutorials, marketing spots, and demonstrations. It starts right at the beginning of the process, with developing goals and figuring out the core audience, and proceeds to storyboarding, on through recording, editing, and production. Camtasia Studio 6 is appropriate for users at all levels. The companion CD-ROM includes a 30-day trial version of Camtasia Studio 6, free and trial versions of other software products that can enhance your videos, and project files to assist in completing the chapter exercises. With this book you'll understand the process of creating a screencast, from developing goals and determining the core audience to recording, editing, producing, and sharing your finished product; discover how to enhance your videos with special effects including zoom-n-pan effects, transitions, and callouts; learn how to record your PowerPoint presentations in Camtasia Studio for later viewing; explore various options for adding interactivity to your videos with clickable hotspots as well as quiz and survey features; test your knowledge and gain hands-on practice with the end-of-chapter exercises.

Building Impressive Presentations with Impress.js

Author: Rakhitha Nimesh Ratnayake

Publisher: Packt Publishing Ltd

ISBN: 1849696497

Category: Computers

Page: 124

View: 6622

This book gives you exactly what you need, exactly when you need it. Using easy-to-follow practical examples, this guide takes you from simple presentations to complete websites in no time.If you want to engage your audience on a level not previously possible on software such as PowerPoint or Prezi, then this book is for you. With basic knowledge of HTML, CSS, and JavaScript you can start making presentations that truly Impress.

The Technology Salesperson's Handbook

Author: Ken Wax

Publisher: N.A

ISBN: 9780983406815

Category: Business & Economics

Page: 236

View: 8366

In over 100 practical and tactical short chapters, this complete guide has a wealth of immediately-useful ideas and tactics for every technology salesperson. These include 'Words That Work' - real-world examples that you can put to work for you immediately. Beginning with 'Customer Vision and why selling has changed, to tactics for reaching 'unreachable' prospects and handling the most challenging selling situations, you will benefit from insights and world-proven techniques for becoming an even more successful sales professional.

The Evolving Sales Engineer

Updated Version

Author: Edward S. Levine

Publisher: Dog Ear Publishing

ISBN: 9781457513121

Category: Business & Economics

Page: 284

View: 9730

Traditionally, sales and systems engineers (SEs) have been expected to simply provide technical information related to the sales efforts of their account managers. Now, SEs are expected to be technical experts plus: be perceived as consultative contributors to the sales process, connect technical features to business drivers and pain points, succeed with managers and executives, earn "a place at the table' where strategic conversations occur, tailor presentations based on attendees' titles, personality traits and anticipated concerns, handle the most common and challenging objections, identify and satisfy business and personal needs plus uncover cross-sell and account expansion opportunities. "The Evolving Sales Engineer" was written to provide SEs with proven behaviors, techniques, skills and mindsets that will enable them to excel given these emerging expectations. Numerous success stories and examples are included to reinforce chapter highlights. Also included is a special section on SE management. Written to managers, it provides guidance on how to select, build and develop high performance SE teams. By reading this section, SEs will also benefit by gaining an understanding of how to align their performances with evolving managerial goals and expectations.