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Discovery, Empathy, and Quid Pro Quo
Discovery shouldn’t be an inquisition…!
Discovery, Empathy, and Quid Pro Quo Read More »
Two Presales in a Pod – Podcast
“2022 PreSales Predictions: Check out the Two PreSales in a Pod – Podcast festive episode.”
Two Presales in a Pod – Podcast Read More »
A Simple, Terrific Qualification Test
Just browsing prospects don’t want discovery; Active buying prospects often want to be discovered…!
A Simple, Terrific Qualification Test Read More »
Assessing Demonstration Skill Levels – How Does Your Team Rate?
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and your team stand, based on twelve levels of increasing proficiency – the Twelve Levels of Demonstration Skills.
Assessing Demonstration Skill Levels – How Does Your Team Rate? Read More »
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 »