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Lunch and Learn Demos: A Potent Practice
“There are no wrong turns, only unexpected paths.” – Mark Nepo What’s in this article for you? How to prepare your Lunch and Learn ...
Lunch and Learn Demos
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
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 ...
Listening to Your Customers – What Do You Hear?
Sales and presales, in particular, are key conduits of customer needs to product teams. I’m curious: how granular, or perhaps how complete, is that communication?
Life Sciences Sales Lab Podcast – Flipping the Demo!
“In the world of life sciences, we often fall into the trap of the “Harbor Tour”—dragging our prospects through every single feature, button, and ...
Leveraging Attention-Retention Curves in Demos
Leveraging Attention-Retention Curves in Demos A Never Stop Learning! Article When does your audience pay the most attention during your demos? At the beginning? ...
Let’s Talk About Empathy…
Many, many folks have commented that having empathy is critical to connecting in sales. However, just saying “you must have empathy” isn’t sufficient! How often are ...
Lessons Learned Writing Books about Sales and Presales
If you are thinking of drafting a book, or in the process of writing a book, this episode is for you! In this podcast, ...
Learning: Random vs Structured Approaches
“Ooooo – that’s a great tip!” “Interesting!” “Love this!” These are the kinds of comments we see on posts that offer an interesting demo ...
Learn by Digging Deeper: Golden Knowledge Dust, Nuggets, Veins, and the Mother Lode!
People often hunt for “nuggets” of wisdom. Sadly, people typically don’t uncover real nuggets, but find mere dust and flakes of golden knowledge in ...
Lead Limbo? – Burning Presales Podcast
ow do you qualify good prospects and deal with people 'just browsing'?
Just Say “Yes”
Your prospect asks, “Can it do X?” “…in addition to my many other recovery issues, I’m also a founding member of Overtalkers Anonymous” ...
Just Do It in Demos!
Is there anything you do, at work, that you’d want to take any longer than necessary? Nope. Then why would we show anything but ...
It’s QBR Season…!
Include a session on improving your team’s demonstration skills at your upcoming QBR meeting. Insightful, interactive and thought-provoking sessions range from 20 minutes to several ...
Is This Important?
In demos, how many times can you say, “Now, this is important!” before nothing is? I was watching a recorded demo from a customer ...
Is THIS a Good Discovery Call?
You decide…! But before you read further, examine the Gong recording – the call was ~45 minutes long. What do you detect? First, the ...
Is Mirroring Authentic?
Many coaches/experts encourage us to use mirroring as a method of building rapport in our meetings with prospects and customers. It is also generally ...
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…” ...
Is Di an Element?
Yes! Doing discovery is the single most important element of software sales and buyer enablement processes! And here’s where you’ll find why, what, and ...
Is “Super” the new “Awesome”?
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven ...
Is “If it ain’t broke don’t fix It” Wrong?
Yes! Consider: “If you always do what you’ve always done, you’ll always get what you’ve always got.” – Henry Ford “If you have always ...
Investing Time in Discovery vs Spending Time in Demos
I find it fascinating that most discovery is far too limited, and most demos go on far too long. The opposite is what yields ...
Introducing “Great Connection!” – Dramatically Increase Interactivity Over Zoom/WebEx/GoToMeeting
These 90- to 120-minute sessions for small groups will have you connecting and driving interaction with your audiences effectively and confidently when using Zoom/WebEx/GoToMeeting and ...
Intriguing Webinar: “Change Before You Have To: Leading the Presales Transformation Inside Your Organization”
This should be an insightful discussion! Join Adam Freeman, Garin Hess, Freddy Mangum and Great Demo!’s own Peter Cohan in this conversation about life, liberty ...
Intriguing Insights into RFPs and Scripted Demos
“There are two winners in every deal: the person who wins the deal and the first person out of it.” – Patrick McLoughlin What’s ...
Intriguing Discovery Question: What Are You NOT Interested In?
This is a non-obvious obvious question! Many people find it easier to describe what they don’t want than what they do want! And while ...
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: ...