EN 
ES 
Face-to-Face Demo? Break Up the “We/They” Seating!
When you have multiple players from your team and the prospect’s team in the room, instead of taking seats with your team on one
Face-to-Face Demo? Break Up the “We/They” Seating! Read More »
Do You Track How Much Discovery Is Done?
Are you? Can you? Should you? What would you learn if you do track it? What are you missing if you don’t? Recommendation: At
Do You Track How Much Discovery Is Done? Read More »
Are You at the Top of Your Game?
I pity customer-facing folks who perceive themselves as “at the top of their game.” Why? Because that means there is only one direction they
Are You at the Top of Your Game? Read More »
No Decisions: It’s not simply “the elephant in the room”, it’s an entire herd of elephants!
Gartner and others estimate that on average 45% of all forecasted sales opportunities end in a No Decision outcome. That’s an enormous consumption of
“I’m not everybody…”
“I’m not everybody…” That’s what a prospect senior manager said when responding to the vendor’s comment that “Everybody likes this feature…” during a demo.
“I’m not everybody…” Read More »
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer!
I’d be happy to join a session with your team to answer questions or discuss examples. Please let me know if you are interested
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer! Read More »
Assessing Discovery Skill Levels – How Do You Rate?
Assessing Discovery Skill Levels – How Do You Rate? A Never Stop Learning! Article “80% of my team believes they do a good job
Assessing Discovery Skill Levels – How Do You Rate? Read More »
A Masterpiece of Modern Presales Wisdom
A Masterpiece of Modern Presales Wisdom: Peter Cohan’s “Great Demo!” Third Edition Reviewed in Germany on 15 November 2023 I always thought the second
A Masterpiece of Modern Presales Wisdom Read More »
A Few Great Demo! Haiku
Make all your demos Virtual or face-to-face A conversation! And in all cases Proven success is when you Do the Last Thing First!
A Few Great Demo! Haiku Read More »
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading plan: A combo approach!
Great Demo! or Doing Discovery – Which to Read First? Read More »