Demonstrating To Win!: The Indispensable Guide for Demonstrating Complex Products

i highly recommend this book to anyone in software sales. The book is built around concrete, real world examples that ring true. It reads in a very informal, conversational manner and summarizes well. You can tell Robert Riefstahl applies his own advice to tell-show-tell and it's very effective. Every sales team and product set are different; you'll need to decide what fits your situation and how it maps. I read this when I first moved into a sales engineer role and re-read parts of it from time to time. I recently recommended this book to a new SE I'm mentoring and it's really helpful as a self-study tool. Many thanks to the author.

I thoroughly enjoyed this book. I found it helpful in strengthening my presentation skills. I recommend this book if you need help sharpening your skills.

This is a great book for anyone entering the pre-sale /demo arena. It provides valuable techniques and examples to help the reader.The book is heavy on sports metaphors though.

I'm about to enter the world of software demonstration and without reading this book prior to the final interview I wouldn't be getting the job. If you demonstrate software from the sales side or simply sell something (houses, Harley's, whatever) there's plenty of useful tips in this book about what to do and what not to do. Bob obviously has many years of experience behind this book so why don't you get a head start and not wait for experience? It's an easy read. Great job Mr. Riefstahl!

This book is the gold standard when it comes to doing software. The training I have done across my career from 2win global has probably had more impact technically than anything else. Read this book and build the habits of doing successful software demos.

Just a quick note of thanks for your book. Demo 2 win. saA former boss put me onto D2Win when I started doing pre-sales for him. I still read and re-read the book and constantly refer it to new sales people and pre-sales people alike.D2Win is never far from my mind or my desk, and I can't wait to start circulating the new edition at my new company.

A MUST read for EVERY SE. You will learn tips and tricks that really make a difference. And when your rep doesn't (or can't) do any discovery for a demo, you will at least know what to ask before you begin to differentiate you from the competition and BE REMEMBERED!

This book describes the basic philosophy and associated approaches that the subsequent company has succesfully taken forward as a business. This book provides an edge to any individual or company that competes for business within a large or complex industry.

Really good, if you work in sales, marketing, pre sales or even account management this book will improve you life and job.It is full of helpful tips and scenarios. That will benefit. It has real life cases that you will relate to.Highly recommended, this is the perfect book to help anyone in sales win!

After 15 years in industry I jumped the fence from customer to employee of our software provider. Although I know industry very well, working in sales or presales is totally different. Following a 12 week onboarding at my company, this book has served as a nice framed summary of everything I learned (in a more random way and with no understanding). As I'm currently going through my demo assessments and practices, I'm using this now and in future as a point of reference. I also recognise crimes I'm making in training and have some useful tips to wow my managers at my next assessment. I was recommended this book by an experienced SC who is coaching me. Worth every penny.

Excellent book, even if I’ve been a presales for years, I learnt a lot about complex software demos, and it made me think...

Part way through - but a very good read for technology consultants; also you should read this if you perform demo's/training to any business stakeholder or even your own colleagues!

A must read if you are involved in complex software sales. Most of my team has read it and we are looking to attend a "Demonstrating to Win" training course. Exactly what I was looking for.