Episode 82 - Peter Cohan - Author of Great Demo!

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.