EN 
ES 
A “Thank You for Your Time” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a prospect, often adding “I know your
A “Thank You for Your Time” Alternative Read More »
The Single Biggest Problem with Communication…
“The single biggest problem with communication is the illusion that it has taken place.” – George Bernard Shaw
The Single Biggest Problem with Communication… Read More »
Engaging the Five Senses in Your Demos
Alex, the presales team member, began the demo by carrying a large stack of paper into the room, walked to the front and dropped
Engaging the Five Senses in Your Demos Read More »
What’s the Difference Between Empathy and Sympathy?
Nearly everyone today talks about the importance of empathy: Showing empathy in sales calls, being empathic in discovery conversations, and even “leveraging empathy to
What’s the Difference Between Empathy and Sympathy? Read More »
Storytelling: An Intriguing Take, with a Real-Time Experiment!
“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 »
Intriguing Discovery Question: What Are You NOT Interested In?
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 »
Dealing with “Just Show Me a Demo?” Seven Methods to Move into Discovery
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 »
Webinar Recording – This Was a Good One: Seven Validated Habits for Stunningly Successful Demos!
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
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode
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 »
Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?”
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 »