Rating: 
Summary: The scenes you are about to read are TRUE!
Review: After 17 years in the business of selling and demonstrating complex software solutions, I have never found a better, more practical book about both the art and science of the demonstration!
Rating: 
Summary: Showware - Showing Them Your Soft Wares
Review: 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.
Rating:
Summary: What a Great Book!
Review: Every once in a while you stumble across a book that seems written explicitly for you. If you demo enterprise software, this is that very book, although the principles apply to any presales-demonstration role.Plenty of books on sales strategy and process exist, and they have their merits. But, for the presales person who ultimately has to get up and demonstrate their product or service in front of others, this is the perfect text for learning the tactics that nail the demo phase of your engagement.
Rating:
Summary: Key to succes for presales
Review: For everybody who is acting as a presales/business consultant in selling Enterprise Business Solutions this book is a guide and a key to succes. I very much enjoyed reading it, sometimes very recognizable and also a little bit painfull....
Rating:
Summary: The Author Knows His Stuff
Review: Great Book!!! It was extremely readable, very insightful and practical. It is obvious the author has real world experience. By using examples and events in his own career, he brings to light the tactical aspects of demonstrating and selling software. An absolute must read for anyone in the business, especially those of us in Sales. I bought copies for everyone on my staff.
Rating:
Summary: Great Book! Buy it if You Are Not My Competitor!
Review: I found many of my own experiences mirrored by this book. I learned quite a lot from reading it. See our UNBIASED info
on Business Software Selection at Excelco.com.
Rating:
Summary: Great Book! Buy it if You Are Not My Competitor!
Review: I found many of my own experiences mirrored by this book. I learned quite a lot from reading it. See our UNBIASED info
on Business Software Selection at Excelco.com.
Rating:
Summary: Your demos are the best, but they can be better
Review: I found the way to do it much better. This book is really useful for my job: it helps me identify my own errors and to prepare my meetings with prospects much properly, not just "showing" but "solving". Read it !!
Rating:
Summary: Your demos are the best, but they can be better
Review: I found the way to do it much better. This book is really useful for my job: it helps me identify my own errors and to prepare my meetings with prospects much properly, not just "showing" but "solving". Read it !!
Rating:
Summary: Your demos are the best, but they can be better
Review: I found the way to do it much better. This book is really useful for my job: it helps me identify my own errors and to prepare my meetings with prospects much properly, not just "showing" but "solving". Read it !!
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