From the host: “Bits About Books episode #70 featuring Peter E. Cohan, is now live. We welcome him back to BAB and speak with him about
Bits About Books – Great Demo! Third Edition Conversation Read More »
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this
Two Presales in a Pod – Digging into Discovery Read More »
Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored:
Interview: The importance of Discovering Critical Business Issues Read More »
What is the “Butter Test”? It’s another term for the “5-Second” analysis for user interface navigability. Very simply, it is a method to ensure that
The “Butter Test” for Demos Read More »
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their
The Advantages of the Incumbent Vendor Read More »
How many of us find ourselves forming a response to a prospect or customer comment or question, well before they have finished speaking? I’d
The Opposite of Active Listening? Read More »
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The
Momentum is defined as the tendency of a body to remain in motion. Inertia is the tendency of a body to oppose the change
Sales and the Difference Between Momentum and Inertia Read More »
What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t
Death by Corporate Overview (A Never Stop Learning! Article) Read More »
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need
Pre-Discovery for Critical Business Issues? Read More »
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