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Author name: Peter Cohan

Demo Diaries: Ep 034 Podcast “As A Vendor, Who Is The Demo About, You or Your Client”

This 30 min. podcast features:
– The experience and epiphany that led to the Great Demo! methodology (a rather provocative story!);
– Some key ideas for a “Perfect Demo Environment”;
– And a discussion of why many demos fail (and how to avoid), plus a few Great Demo! fundamentals, including an good example of “Do the Last Thing First”.

Demo Diaries: Ep 034 Podcast “As A Vendor, Who Is The Demo About, You or Your Client” Read More »

Solutioning?

Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning and its impact on a broad range of other presales activities.

Solutioning? Read More »

How to Rake Your Way into the Future of Presales

Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable phenomenon. The comfort of a steady normal has been fading in this field since the millennium and it looks like the latest turn of events will determine a different ball game yet again.

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Great Demo! Chat Recording:  XO: eXtraordinary Outcomes – Episode 34

“We found the origins stories [about the methodology and the book] interesting, but the next sections were particularly useful, as you described and developed many of the Great Demo! key ideas.  The segment on Vision Generation Demos clarified my understanding and your discussion of Technical Proof Demos is an excellent introduction for new people and a great refresher for our Workshop graduates.”

Great Demo! Chat Recording:  XO: eXtraordinary Outcomes – Episode 34 Read More »

People Buy From People They Trust

B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do. They expect the sales rep to provide a solution, but the fact is that buyers feel that 63% focus on their products. Additionally, while 86% of all buyers expect a trusted adviser relationship with sales reps, they perceive a transactional focus instead.

People Buy From People They Trust Read More »

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