Guest: Peter Cohan, Author of “Great Demo!”

Have you ever walked into a software demo, hoping to learn something new, only to sit through a “Harbor Tour” of irrelevant features?

You’re not alone – and neither are your prospects.

Peter Cohan, author of Great Demo!, joined us on the SaaS Backwards Podcast to unpack the biggest demo mistakes SaaS teams make:

❌ Starting with the how instead of the why
❌ Overloading prospects with unnecessary features
❌ Failing to tailor demos to decision-makers

His solution? Flip your demos upside down. Start with the results your prospects crave, not the laundry list of features.

Peter also shared:
✅ How to identify wasted demos (hint: 30% of them are)
✅ Why "vision generation demos" are the key to nurturing leads
✅ The metrics that show if your demos are working

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