Bill Murphy's Redzone Podcast | World Class It Security

Welcome Back to Bill Murphy’s 10x Podcast. Our guest in this episode is Peter Cohan, founder and principal of The Second Derivative, author of “Great Demo!” and a savant in the sales world.   Additionally, Peter serves on the Board of Directors for Collaborative Drug Discovery, Inc., is an advisor to IN2SV, Inc., holds a degree in chemistry, and is a mentor to StartX, the Stanford University start-up accelerator.  Peter has vast experience working with senior management in marketing, sales, and business development. and has learned to discover and understand the needs of a customer. Peter’s mission is to advise organizations on the ways they can better improve their sales and marketing results through creating and executing compelling demonstrations.   In this episode, he shares with listeners his best-known method, the “Last Thing First,” which teaches you to “turn the demo upside down” and start with the end-result first.  You do not have to be in sales to benefit from Peter’s methods, his principles prove