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SKO Swipes: Sales Leaders LOVE These!
“Now this is different…!” I thought. I was sitting in the back of the room at my customer’s sales kickoff meeting and noted that ...
SKO Swipes: Revenue Leaders LOVE These!
Revenue Generators: You won’t like this while it is happening, but you’ll thank your leaders afterwards! “Now THIS is different…!” I thought. I was ...
SKO Planning – Great Demo! Sessions
Contemplate including a Great Demo! Seminar to stimulate thinking and begin the process of change, or schedule a Great Demo! Workshop to train the team.
Situation Slides: A Swiss Army Knife for Sales and Presales
“Let’s see,” I wondered, “What are the various tools on my travel Swiss Army Knife?” Large blade (extremely sharp) Small blade (also extremely sharp) ...
Signing and Signed Great Demo! and Doing Discovery at DemoFESTx West Coast
Want your copy of Great Demo! and/or Doing Discovery signed by the author? Or would you like to acquire a signed copy while you ...
Signed Copies for Your Kickoff?
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or ...
Signed Copies for Your Kickoff?
Sure! As you plan your 2025 sales kickoff or similar events, contemplate the impact of the team receiving signed copies of Great Demo! or ...
Signed Copies for SKO? Book Club? Quarterly Gathering? Rewards for Great Performance? Volume Discounts?
Volume discounts? Yes! Book club support? Yes! Signed copies? Yes, again! For those who want to provide Great Demo!, Doing Discovery, and Suspending Disbelief ...
Should We Review Recordings of Discovery Calls and the Resulting Demos as Sets?
Wouldn’t it be interesting to analyze recordings of both taken together? In other words, compare what was uncovered in discovery with what was presented ...
Should There Be Both Sales AND Presales Motions?
Sadly, there is no definition for Presales Motions… Perhaps there should be! Here’s a draft, based on the HubSpot wording above: “A Presales Motion is ...
Seven Validated Habits for Stunningly Successful Demos
Here are seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while ...
Seven Skills Levels for Stunningly Successful Discovery – Webinar Recording
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
Seven Levels of Stunningly Successful Discovery – Webinar Recording!
From the fine folks at Cloudshare: “Discovery is the most important part of the presales process. Done effectively, discovery is the key to delivering ...
Seven Levels of Discovery Skills: What’s YOUR Level of Practice?
Level 1: Uncovers statements of pain Level 2: Uncovers pain and explores more deeply Level 3: Uncovers pain, explores deeply, broadens the pain and ...
Seven Habits for Stunningly Successful Demos
Here are seven demo success factors that lead to closed business.
Setup Mode Horror – Another Sales Prevention Team True Story!
“Life is too short for you to be the caretaker of the wrong details.” – Alexandra Stoddard I watched a ninety-minute demo recording ...
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 ...
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 ...
Sales and Presales New Hire Interview Process Remarkable Change – A Test for Discovery Skills
We realized that our traditional interview process for sales and presales staff was seriously flawed: It had a very strong bias towards hiring people ...
Sage Sayings and Wise Words to End 2025 and Start 2026
Do the Last Thing First! Peel Back the Layers. Encrispen! Avoid Buying It Back. Execute all pathways with the fewest ...
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!)
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our ...
Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?”
I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session: “Join us as we talk with Peter Cohan, author of The Great ...
Rescue – From the Tyranny of Traditional Demos
Throw off the shackles of the old traditional approach. Embrace this new, delightfully effective approach to creating and delivering demos.
Repeat a Demo?
No human should do the exact same demo twice…!
Remote Demos – the Role of the “Active Conduit”
The (very) best practice for Remote Demos is to split your forces...
Remote Demonstrations – What Can We Do Better?
The name of the game in remote demonstrations is interactivity! This article provides ideas on how to take your stimulating personality, squeeze it through that ...
Remarkable Demos: What Makes a Demo Truly Memorable?
Remarkable Demos: What Makes a Demo Truly Memorable? A Never Stop Learning! Article “I get paid to point, click, and talk…” – A ...