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Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are ...
Is It EZ?
A non-U.S. colleague recently asked me about “EZ Access” and similar uses of “EZ”. They had been trying to sound it out, saying, “Ee-Zed…” ...
Pearls and Epiphanies: Meetings
Being early is on time; Being on time is late; And being late is inexcusable!
How Is Cooking Like Doing Discovery and Demos?
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how ...
What’s the Connection Between Monday Morning and Vision Generation Demos?
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!) ...
Webinar Recording – “Discovery Masterclass”
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t ...
Bits About Books – Great Demo! Third Edition Conversation
From the host: “Bits About Books episode #70 featuring Peter E. Cohan, is now live. We welcome him back to BAB and speak with him about ...
Two Presales in a Pod – Digging into Discovery
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this ...
Interview: The importance of Discovering Critical Business Issues
Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored: ...
The “Butter Test” for Demos
What is the “Butter Test”? It’s another term for the “5-Second” analysis for user interface navigability. Very simply, it is a method to ensure that ...
The Advantages of the Incumbent Vendor
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their ...
The Opposite of Active Listening?
How many of us find ourselves forming a response to a prospect or customer comment or question, well before they have finished speaking? I’d ...
Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories
(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The ...
Sales and the Difference Between Momentum and Inertia
Momentum is defined as the tendency of a body to remain in motion. Inertia is the tendency of a body to oppose the change ...
Death by Corporate Overview (A Never Stop Learning! Article)
What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t ...
Pre-Discovery for Critical Business Issues?
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need ...
Doing Discovery and Great Demo! Third Edition International Availability
Confirmed: The Doing Discovery and Great Demo! Third Edition books are available internationally on these Amazon sites: Country or Region URL Australia amazon.com.au Austria ...
Automated Demo Content – Getting It Right
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own ...
A Painful “No Decision” Analogy…
Imagine that you own and operate a nice restaurant. How would you feel if you took reservations from 100 folks for an evening of ...
Too Complicated – A Demo Horror Story
Note – this story is a sample from the freshly released Third Edition of Great Demo! Too Complicated – A Demo Horror Story ...
Precision vs Accuracy in Demos
What’s the difference between precision and accuracy – and how does this relate to demos? “Accuracy is how close a given set of measurements ...
Execute ALL Demo Pathways with the Fewest Number of Steps!
In Great Demo!, I describe executing the Do It pathway as using the fewest number of steps (see page 157 in the recently released ...
Lit Fest Recording: Reduce Your No Decision Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is ...
“Spend” vs “Invest”
I’ve noted that many of the most successful, seasoned sales and presales folks use the term “invest” when discussing price and value with prospects ...
“They Said They Need It Yesterday…”
That’s good, right? Nope. They didn’t take action yesterday, or the day before, or the day before that, or before that… Every day that ...
The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences ...
How Much of Your Time Is Wasted in No Decision Outcomes?
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere! ...