In this compelling episode of Cyber Inspiration, host Evgeniy Kharam sits down with Peter Cohan—the acclaimed author of Great Demo —to explore what it takes to deliver a truly effective software demo. Peter shares his personal journey, beginning with his own experience as a prospect in search of a CRM system and his subsequent discovery of the pitfalls in traditional demo processes. This eye-opening experience inspired him to develop the Great Demo methodology, a framework that emphasizes showcasing tangible, role-specific deliverables right from the start.

During the interview, Peter delves into several key areas:

• Origins & Inspiration: Learn how a lackluster demo experience led to a complete rethinking of what makes a demo successful.
• Methodology Deep Dive: Discover the principles behind the Great Demo approach and why it resonates so strongly with pre-sales and technical sales professionals.
• The Writing & Publishing Process: Get insights into Peter’s creative journey—from drafting and revising his book to overcoming rejection, the value of professional editing, and even balancing work with writing.
• Adapting in a Rapidly Changing World: Understand how Peter’s approach has evolved alongside emerging technologies, and why both print and audio formats play a crucial role in modern learning.
• Continuous Evolution: Find out how Peter stays current by complementing his books with ongoing content through blogs and his website.

Whether you’re involved in pre-sales, technical sales, or simply interested in improving your demo game, this episode is packed with practical insights and inspiring stories.

Time Stamps

00:00 – Introduction and Welcome

Get acquainted with the show and today's guest, Peter Cohan.

00:42 – Meet Peter Cohan

Peter introduces himself and shares a bit about his background.

01:53 – The Inspiration Behind Great Demo

Discover how a disappointing CRM demo sparked the idea for a new, more effective approach.

03:24 – The Great Demo Methodology

Dive into the framework that redefines how to deliver demos tailored to specific roles and needs.

04:44 – The Writing and Publishing Journey

Hear about Peter’s challenges and triumphs in bringing his ideas from concept to published work.

04:53 – Defining the Target Audience and Market

Understand who benefits most from the Great Demo approach and why.

06:08 – Overcoming Challenges and Learning Lessons

Explore the obstacles Peter encountered and the lessons learned along the way.

15:59 – Balancing Work, Life, and Creativity

Learn how Peter manages the delicate balance between his professional obligations and creative endeavors.

17:28 – Handling Rejection and Embracing Feedback

Gain insights into how Peter turns setbacks into opportunities for improvement.

21:58 – The Future of Great Demo

Look ahead at how Peter plans to evolve his methodology in response to changing technologies.

26:20 – Conclusion and Final Thoughts

Wrap up the conversation with Peter’s key takeaways and final advice.