“We had a great discussion with Peter Cohan talking about the ONE topic he’s hearing right now in his conversations. It’s Storytelling! Listen in
Storytelling: An Intriguing Take, with a Real-Time Experiment! Read More »
This is a non-obvious obvious question! Many people find it easier to describe what they don’t want than what they do want! And while
Intriguing Discovery Question: What Are You NOT Interested In? Read More »
Far too often, prospects demand, “Just show me a demo…!” when we know the correct approach is to invest, mutually, in a discovery conversation. But
Dealing with “Just Show Me a Demo?” Seven Methods to Move into Discovery Read More »
You can find the recording here! “You’ve prepared, you’ve practiced, you’ve poured your heart into your demo… and still, no sale. What gives? Peter
Or How to Make Your Software Look Complicated, Confusing, Overwhelming, and Expensive Or How Setup Mode Is Destroying Your Demos! A Never Stop Learning!
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode Read More »
I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session: “Join us as we talk with Peter Cohan, author of The Great
Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?” Read More »
Perform and record your typical demo and count the mouse clicks. How many clicks were there? 10-25? Bravo for you! 50? OK… 100? Oh
How Many Mouse Clicks Are in Your Demos? Beware the Horrors of Click Fatigue! Read More »
Prospect asks, “Can your software do X?” Vendor replies, “Yes, absolutely.” I can’t tell you how many times that brief conversation has occurred without
Doing Discovery – The Importance of “Why” Questions Read More »
I’ve encountered numerous presales folks who say they are deeply passionate about what they do. That’s both terrific and desirable. However, I’ve also heard
Consistency of Passion: A Unique Attribute? Read More »
Compare: a blob of stew plopped onto a plate vs that same preparation ladled carefully into a large, artistic bowl, sprinkled with snipped greens,
Demos and Cooking Shows Part 4: “We Eat with Our Eyes First” Read More »
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