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

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publishes a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting