EN 
ES Great Demo!
Blog
Webinar Recording: Anatomy of a Discovery Conversation
In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain ...
Upcoming North America Great Demo! Public Workshop
Our next North America Great Demo! Virtual Public Workshop is now scheduled for June 7-9. You can find registration and additional information here...
Making Numbers Count: The Art and Science of Communicating Numbers – A Book Report
Making Numbers Count offers tools and methods to make sense of numbers – a set of skills that customer-facing teams should embrace!
No Decision Outcomes Make Up ~45% of All Forecasted Opportunities in Software Sales. Why Should You Care?
No Decision outcomes make up ~45% of all forecasted opportunities in software sales. Why should you care?
DEMOFEST 2022
This year’s DEMOFEST lineup looks terrific – here is how to register. Looking forward to seeing you there!
“Bits About Books” Interview
This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.
Real Fake Names Tool for Demos and POCs – A Perfect Demo Environment
Here’s a tool that generates realistic name, address, and related information for use in demos, POCs, and other processes...
Webinar Recording – “How PreSales Can Run More Effective Evalutions”
Great Demo!'s Peter Cohan joined Brett Crane, VP of PreSales at Vivun, for a conversation on “how to execute evaluations with better outcomes while protecting ...
What Can Demos Learn from Music?
Musicians employ a number of tools to engage audiences that can be applied directly to demos...
Unqualified Demos? Be Concerned. Be VERY Concerned!
In Consensus’ illuminating 2022 Sales Engineering Compensation and Workload Report, a frightening insight was revealed...
Stunningly Awful Demos – Buying It Back
Have you ever been in a situation where your prospect said, “In your demo, you showed us a bunch of stuff that we’ll never use ...
Wrong Technique for Demos?
Michael Jordan once said, “You can practice eight hours a day, but if your technique is wrong, then all you become is very good at ...
Upcoming Great Demo! Public Workshops
We’ve added a new, additional EMEA Great Demo! Virtual Public Workshop as the March 8-10 was oversubscribed! The new session will take place February 28 ...
Webinar Recording – 7 Levels of Discovery Skills for Communicating Customer Value
Great Demo!’s Peter Cohan joined the fine folks at Cuvama for this webinar on doing discovery and communicating value...
How Many Mouse Clicks?
Ask yourself, “Am I really presenting our software in the best possible way – am I really using the fewest number of clicks?”
Webinar Recording – Delivering Successful Hybrid Demos
Great Demo!’s Julie Hansen joined the Consensus crew for this webinar...
Discovery, Empathy, and Quid Pro Quo
Discovery shouldn’t be an inquisition…!
Two Presales in a Pod – Podcast
"2022 PreSales Predictions: Check out the Two PreSales in a Pod - Podcast festive episode."
A Simple, Terrific Qualification Test
Just browsing prospects don’t want discovery; Active buying prospects often want to be discovered…!
Assessing Demonstration Skill Levels – How Does Your Team Rate?
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and ...
Two Presales in a Pod – Podcast 42
What is a hybrid demo meeting - and how do we manage them?
“Burning Presales” Podcast
The fine folks at Consensus have started a “Burning Presales Podcast” series – Great Demo!’s Peter Cohan was honored with the first two installments...
Do It Again? Great Demo! Methodology Evolution
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in ...
SKO Planning – Great Demo! Sessions
Contemplate including a Great Demo! Seminar to stimulate thinking and begin the process of change, or schedule a Great Demo! Workshop to train the team.
Stunningly Awful Demos: Insufficient Customization
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
Great Demo! Webinar Topics – Poll
We’ve had a number of requests for various webinar topics – let us know which are of most interest to you…!
Dealing with “Just Show Me a Demo”? Here Are 7 (Gentle, But Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. ...