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Demo-Ready Lead?
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready Lead”?
Podcast Recording: A Perfect Demo Environment
How do you suspend disbelief?
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Use Chat for Your Demo Questions “Parking Lot” in Zoom (and Possibly WebEx and GoToMeeting)
In addition to the possibility of using a Word or Google document as a “parking lot” for managing questions in your web-delivered demonstrations, another elegant option is to use the Chat dialog…
Great Demo! “Book Club” Mini-Workshops
“You cannot have a conversation with a book…!”
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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?
Expansion and Renewal Demos Read More »
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?
Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now Read More »
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!
Sales Burrito – Podcast Available Now Read More »
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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