Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to rethink your vision for your organization (or your personal vision), set goals, assign objectives and explore KPIs to guide you and your team towards achieving your vision.
Presales Metrics – What to Measure and Why Read More »
“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 »
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 »
How do you satisfy your prospect’s desire to see a demo without inflicting them with a Harbor Tour? How can you move them (gently, but firmly) into a discovery conversation in the same call? Is it possible to do both and even offer a reasonable focused demo as well?
Webinar Recording: First Call Demos and Discovery – A Surprisingly Effective Approach Read More »
What Goals, Objectives, and KPIs have you established and track in your presales organization?
Presales Metrics: What Are Your Goals, Objectives and KPIs? Read More »
This should be an insightful discussion! Join Adam Freeman, Garin Hess, Freddy Mangum and Great Demo!’s own Peter Cohan in this conversation about life, liberty and the pursuit of positive change in presales organizations.
Many sales and presales folks often try to gather as many prospect players together as possible for Discovery calls. This is not recommended…!
Doing Discovery with Groups? Divide and Discover Read More »
I was watching a webinar and noticed something surprisingly distracting… Here’s a screenshot: what happens when your eyes scan the video panes?
Surprisingly Distracting Webcam Backgrounds Read More »
We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program for Great Demo! Workshop graduates.
New Great Demo! Certified Coaching Program Read More »
What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?
Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and Remote Audiences Read More »
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