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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 www.SecondDerivative.com or contact the author directly at [email protected].
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.
"Many presales, sales, marketing, and customer success practitioners say they are skilled at doing demos - but are they?"--Back cover
It's been known for years that usability testing can dramatically improve products. But with a typical price tag of $5,000 to $10,000 for a usability consultant to conduct each round of tests, it rarely happens. In this how-to companion to Don't Make Me Think: A Common Sense Approach to Web Usability, Steve Krug spells out a streamlined approach to usability testing that anyone can easily apply to their own Web site, application, or other product. (As he said in Don't Make Me Think, "It's not rocket surgery".) Using practical advice, plenty of illustrations, and his trademark humor, Steve explains how to: Test any design, from a sketch on a napkin to a fully-functioning Web site or application Keep your focus on finding the most important problems (because no one has the time or resources to fix them all) Fix the problems that you find, using his "The least you can do" approach By paring the process of testing and fixing products down to its essentials ("A morning a month, that's all we ask"), Rocket Surgery makes it realistic for teams to test early and often, catching problems while it's still easy to fix them. Rocket Surgery Made Easy adds demonstration videos to the proven mix of clear writing, before-and-after examples, witty illustrations, and practical advice that made Don't Make Me Think so popular.
NOTE - This book is intentionally brief (40 pages), aimed at a reader with minimal free time looking to immediately improve their demo.Why do so many demos of revolutionary, game-changing products end with confused investors, overwhelmed buyers, and lost dollars? People leading demos are being forced to fit an ever-expanding feature set into their audience's ever-shrinking attention span. Making matters worse, those leading the demos can rarely afford to spend months at a time figuring out how to improve their success rates. In Just F*Ing Demo!, Rob Falcone outlines the tactics that helped him overcome these challenges, lead clear, relevant demos, and exceed revenue generation goals quarter after quarter. The book will teach readers: - How to structure a demo; - How to ask questions that uncover what your audience truly cares about; - How to translate audience needs into a flow that is extremely easy to follow; - How to use simple but powerful interpersonal tactics within the demo itself. Just F*Ing Demo! distills Falcone's highly successful training program into an intentionally concise yet impactful read. From the entrepreneur seeking investment to the sales professional chasing a deal, anyone can carve out a few hours, read this book, and immediately make their demos kick ass.
Readers take a nerve-jangling ride into risky operations where a single mistake is paid for in blood, loss of limbs, or death. From savagely simplistic Vietnamese explosives to modern HEAT munitions in Kuwait, this book chronicles a history of heroic and horrific incidents. This is a fascinating salute to a special breed of men who handle death with an iron grip.
Add Beautiful Effects to Your Brush Lettered Artwork and Enhance Your Hand Lettering Fantastic brush lettering artwork is right at your fingertips—and far easier to achieve than you think—with renowned lettering artist Chrystal Elizabeth’s simple step-by-step guide. In Brush Lettering Made Simple, she reveals her secrets to mastering a vast array of brush lettering techniques, including di erent fonts, styles, flourishes, e ects and mediums. You’ll begin with the basics—how to form letters, then connect them to form words—and work your way up to more tricky techniques, such as lettering with watercolors, as well as how to make your lines and transitions as smooth as a professional lettering artist. Learn how to create the most popular brush lettering e ects, such as galaxy, ombre and blended colors, and how to add drop shadows behind your text to make your words really pop! Chrystal also shows you how to bring beauty and depth to your lettering projects with colorful backgrounds and borders. Doodling is encouraged in this interactive workbook, which features special high-quality art paper and beautifully bordered blank pages where you can practice your new skills. With more than 45 easy-to-follow tutorials, you’ll be creating elegant, professional-looking lettering projects in no time.
“Open-hearted and buoyant, the book weaves together her hands-on experiences in Europe and introduces us to a rich cast of people who make, sell and care about these traditions.” —Jenny Linford, author of The Missing Ingredient In this delightful, full-color tour of France, England, and Italy, YouTube star Katie Quinn shares the stories and science behind everyone's fermented favorites—cheese, wine, and bread—along with classic recipes. Delicious staples of a great meal, bread, cheese, and wine develop their complex flavors through a process known as fermentation. Katie Quinn spent months as an apprentice with some of Europe’s most acclaimed experts to study the art and science of fermentation. Visiting grain fields, vineyards, and dairies, Katie brings the stories and science of these foods to the table, explains the process of each craft, and introduces the people behind them. What will keep readers glued to the book like a suspense novel is Katie's personal journey as an expat discovering herself abroad; Katie's vulnerability will turn readers into fans, and they'll finish the book feeling like they're her best friends, trusted with her innermost revelations. In England, Katie becomes a cheesemonger at Neal's Yard Dairy, London’s preeminent cheese shop—the beginning of a journey that takes her from a goat farm in rural Somerset to a nationwide search for innovating dairy gurus. In Italy, Katie offers an inside look at Italian winemaking with the Comellis at their family-owned vineyard in Northeast Italy and witnesses the diversity of vintners as she makes her way around Italy. In France, Katie meets the reigning queen of bread, Apollonia Poilâne of Paris' famed Poilâne Bakery, apprentices at boulangeries in Paris learning the ins and outs of sourdough, and travels the country to uncover the present and future of French bread. Part artisanal survey, part travelogue, and part cookbook, featuring watercolor illustrations and gorgeous photographs, Cheese, Wine, and Bread is an outstanding gastronomic tour for foodies, cooks, artisans, and armchair travelers alike.
The definitive career guide for grad students, adjuncts, post-docs and anyone else eager to get tenure or turn their Ph.D. into their ideal job Each year tens of thousands of students will, after years of hard work and enormous amounts of money, earn their Ph.D. And each year only a small percentage of them will land a job that justifies and rewards their investment. For every comfortably tenured professor or well-paid former academic, there are countless underpaid and overworked adjuncts, and many more who simply give up in frustration. Those who do make it share an important asset that separates them from the pack: they have a plan. They understand exactly what they need to do to set themselves up for success. They know what really moves the needle in academic job searches, how to avoid the all-too-common mistakes that sink so many of their peers, and how to decide when to point their Ph.D. toward other, non-academic options. Karen Kelsky has made it her mission to help readers join the select few who get the most out of their Ph.D. As a former tenured professor and department head who oversaw numerous academic job searches, she knows from experience exactly what gets an academic applicant a job. And as the creator of the popular and widely respected advice site The Professor is In, she has helped countless Ph.D.’s turn themselves into stronger applicants and land their dream careers. Now, for the first time ever, Karen has poured all her best advice into a single handy guide that addresses the most important issues facing any Ph.D., including: -When, where, and what to publish -Writing a foolproof grant application -Cultivating references and crafting the perfect CV -Acing the job talk and campus interview -Avoiding the adjunct trap -Making the leap to nonacademic work, when the time is right The Professor Is In addresses all of these issues, and many more.
This original and panoramic book proposes that the underlying forces of demography and globalisation will shortly reverse three multi-decade global trends – it will raise inflation and interest rates, but lead to a pullback in inequality. “Whatever the future holds”, the authors argue, “it will be nothing like the past”. Deflationary headwinds over the last three decades have been primarily due to an enormous surge in the world’s available labour supply, owing to very favourable demographic trends and the entry of China and Eastern Europe into the world’s trading system. This book demonstrates how these demographic trends are on the point of reversing sharply, coinciding with a retreat from globalisation. The result? Ageing can be expected to raise inflation and interest rates, bringing a slew of problems for an over-indebted world economy, but is also anticipated to increase the share of labour, so that inequality falls. Covering many social and political factors, as well as those that are more purely macroeconomic, the authors address topics including ageing, dementia, inequality, populism, retirement and debt finance, among others. This book will be of interest and understandable to anyone with an interest on where the world’s economy may be going.