EN 
ES 
Two Presales in a Pod – Podcast 42
What is a hybrid demo meeting – and how do we manage them?
Two Presales in a Pod – Podcast 42 Read More »
“Burning Presales” Podcast
The fine folks at Consensus have started a “Burning Presales Podcast” series – Great Demo!’s Peter Cohan was honored with the first two installments…
“Burning Presales” Podcast Read More »
Do It Again? Great Demo! Methodology Evolution
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in Workshops and communications is “Peel Back the Layers”. They asked, “Why the change?”
Do It Again? Great Demo! Methodology Evolution Read More »
SKO Planning – Great Demo! Sessions
Contemplate including a Great Demo! Seminar to stimulate thinking and begin the process of change, or schedule a Great Demo! Workshop to train the team.
SKO Planning – Great Demo! Sessions Read More »
Stunningly Awful Demos: Insufficient Customization
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
Stunningly Awful Demos: Insufficient Customization Read More »
Great Demo! Webinar Topics – Poll
We’ve had a number of requests for various webinar topics – let us know which are of most interest to you…!
Great Demo! Webinar Topics – Poll Read More »
Dealing with “Just Show Me a Demo”? Here Are 7 (Gentle, But Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. But how do we convince prospects to make this change?
Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles
“Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win scenario for sales, presales, and customers?
Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles Read More »
Differentiating?
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
A Dinner Party as an Analogy for Discovery
You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner follows and questions asked provide a surprisingly good example for doing discovery in a software sales process.
A Dinner Party as an Analogy for Discovery Read More »