Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how
How Is Cooking Like Doing Discovery and Demos? Read More »
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!)
What’s the Connection Between Monday Morning and Vision Generation Demos? Read More »
What’s the Value of Better Demos? A Never Stop Learning! Article What’s in this article for you? 🗸 Your own estimates…! 🗸 The value
What’s the Value of Better Demos? (A Never Stop Learning! Article) Read More »
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t
Webinar Recording – “Discovery Masterclass” Read More »
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 »
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