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2022 SE Trends Series Interview
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” ...
Prospects Say “No” But Vendors Don’t Listen…
Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales ...
Doing Discovery: Be Curious!
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery...
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3
How does this 55-minute “discovery” call compare with yours?
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2
Here’s the short list of why so many discovery calls fail to accomplish their actual objectives...
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1
What’s the tangible difference between a conversation and an inquisition? Give and take. It’s the give portion that’s missing from so many discovery conversations!
Doing Discovery – Now Over 1000 Copies
Well over 1000 copies of Doing Discovery have been purchased in the past couple of months, including over 100 Audiobooks, and we’re hearing positive feedback ...
A Terrible Tabs Demo Death March
I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 ...
Product Names in Demos?
As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions...
Presenting Software – Taking a Page from Restaurant Waiters’ Playbook
Notice how waiters in mediocre restaurants serve dishes: they simply ask, “Who had the linguini?” and plonk! – a plate of pasta plops down in ...
Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did)
Participating in this survey is a terrific investment in yourself and your team...
What You Are Looking at Here Is…
Nearly all people presenting demos show screens of their software. Very few bring those screens alive!
SKO Topic That SWINGS the Needle?
Looking for something that not only “moves the needle” but swings it into a whole new category? It is time to uplevel the team’s discovery ...
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos. Imagine that you and four colleagues are a ...
Typical Discovery?
What could possibly go wrong?
Great Demo! Newsletter?
Published every two weeks: tips, updates on Great Demo! webinars, podcasts and other events, access to recordings, info on new cool tools, Public Workshops, links ...
How Are Sales Demos Different from Training?
In both cases, you are asking people to change. Accordingly, you can apply many of the key Great Demo! concepts to both sales demos and ...
Upcoming Great Demo! Public Workshops
Sharpen your saw for the Fall, Winter, and beyond! Public Workshops are perfect for individuals or small teams:
Doing Discovery Book Now Fully Available – Paperback, Audiobook, and Kindle
We are delighted to announce the full launch of Peter Cohan's new book Doing Discovery, providing a methodology for a structured approach to doing discovery ...
A Demo Horror Story – Snatching Defeat from the Jaws of Victory
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
Traditional Demos Are Easy, But…
Traditional demos are easy, but often don’t achieve the desired objectives. Great Demo! demos take more work but yield terrific results!
Upcoming Webinar – How Buyer Enablement is Changing Discovery
How many of us have actually purchased enterprise software? How can we, as vendors, enable both novice and experienced buyers to make their buying and ...
Gondola.ai Discovery Video Interview
You’ll note that the conversation includes many of the key discovery elements introduced in Doing Discovery. You can find this 27-minute interview here!
Bits About Books – Doing Discovery Interview
“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of ...
Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” ...
Only 16% of You…
Only 16% of You…