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“7 Habits for Stunningly Successful Demos” DEMOFEST 2020
In 7 Habits for Stunningly Successful Demos we explored data-driven best practices (as opposed to opinions!):
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“Scaling Presales Effectiveness”
Peter Cohan joined John Care and Don Carmichael when the fine folks at Consensus convened this panel in a “Scaling Presales Effectiveness” webinar.
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What is Presales Series: Presales is the Secret to Shorter Sales Cycles
Learn “The 7 Habits of Stunningly Successful Demos” from speaker and author Peter Cohan to ensure you are engaging prospects, fast-tracking deals, and putting competitors on their heels from the first meeting.
Learn how the data generated throughout the technical selling process can unlock secrets to shorten sales cycles from Vivun CEO Matt Darrow.
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Great Demo! Intro Webinar – Recording
The fine folks at Zoom hosted a webinar in which Peter Cohan provided an introduction to Great Demo!
Great Demo! Intro Webinar – Recording Read More »
OVERactive Listening
While Active Listening skills are extremely important for vendors in Discovery, demos, and related conversations, we occasionally encounter vendor reps whose responses to prospect comments can be perceived as fake and artificial. Note that we’ve seen this behavior from presales and customer success folks as well as salespeople!
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Some Observations – Exploring the Data in Consensus’ 2021 Sales Engineering and Workload Report
Consensus graciously provided me with access to the data in their “2021 Sales Engineering and Workload Report” – here are some interesting observations.
The Myth of the Informed Buyer
SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an assumption (by both buyers and vendors) that buyers know all about vendor offerings before any buyer-seller conversations take place.
This is incorrect!
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Automated Demo Content – Getting It Right
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Getting It Right Read More »
Automated Demo Content – Webinar Recording
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Webinar Recording Read More »
Two PreSales in a Pod – Podcast
From the Podsters:
“Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!
Two PreSales in a Pod – Podcast Read More »