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Great Demo! “Book Club” Mini-Workshops
“You cannot have a conversation with a book…!”
Great Demo! “Book Club” Mini-Workshops Read More »
Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
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Webinar Recording: How to Deliver an Exceptional Remote Demo – A Mini-Clinic
Great Demo!’s Peter Cohan gave a mini-clinic for AnnexQ’s Jeremy Mendoza, walking Jeremy through creating a Situation Slide for his offering and developing a companion Illustration – this is a terrific introduction to several key Great Demo! principles for the unexposed and an excellent refresher for current Great Demo! practitioners.
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What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business?
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business? Read More »
Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now
“We brought back the Demo Guru, Peter Cohan, back for another session. Last time Peter blew our minds and completely changed our approach to speaker switches (76 seconds, come on!). We talked about how in this session. What about discovery though?
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Sales Burrito – Podcast Available Now
Peter Cohan joined David Siles and Enrique Barreto (rrrrrroll the “r”, please) to discuss demos, forms of proof, Vision Generation, Lunch and Learn sessions, web demos tips, and sundry other burrito fillings and toppings. Delicious!
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Why Your Discovery Calls Are Hurting Your Sales
“I hate to break it to you, but your discovery calls might actually be hurting your sales…”
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Lunch and Learn Demos
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
Lunch and Learn Demos Read More »
Presales Collective Webinar Recording – The Competitive Play: Why, When, and How
As presales professionals we deal with competition daily. Join presales veterans Peter Cohan, Nidhi Shah, and Marjorie Abdelkrime as they shared stories and provided insights on how you can better manage (and outflank) your competition:
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Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use
Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success Read More »