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Assessing Demonstration Skill Levels – How Does Your Team Rate?
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and ...
Two Presales in a Pod – Podcast 42
What is a hybrid demo meeting - and how do we manage them?
“Burning Presales” Podcast
The fine folks at Consensus have started a “Burning Presales Podcast” series – Great Demo!’s Peter Cohan was honored with the first two installments...
Do It Again? Great Demo! Methodology Evolution
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in ...
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.
Stunningly Awful Demos: Insufficient Customization
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
Great Demo! Webinar Topics – Poll
We’ve had a number of requests for various webinar topics – let us know which are of most interest to you…!
Dealing with “Just Show Me a Demo”? Here Are 7 (Gentle, But Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. ...
Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles
"Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win ...
Differentiating?
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
Solutioning?
Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning ...
Upcoming Great Demo! Virtual Public Workshops
Registration is now open for our next EMEA and North America Great Demo! Virtual Public Workshops: North America November 17-19 EMEA November 30 – December ...
We Rarely Try Something New…
While many folks are aware of the annotation tools in Zoom and Webex, etc., they are very rarely used in virtual demos or presentations. Why?
Avoiding Harbor Tour Demos: “Ifs”
When you find yourself using "If" early in your demo you are likely embarking on a Harbor Tour – and the more “ifs”, the longer ...
How to Rake Your Way into the Future of Presales
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. ...
Presales Metrics – What to Measure and Why
Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to ...
Great Demo! Chat Recording: XO: eXtraordinary Outcomes – Episode 34
“We found the origins stories [about the methodology and the book] interesting, but the next sections were particularly useful, as you described and developed many ...
People Buy From People They Trust
B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do. They ...
Webinar Recording: First Call Demos and Discovery – A Surprisingly Effective Approach
How do you satisfy your prospect’s desire to see a demo without inflicting them with a Harbor Tour? How can you move them (gently, but ...
Presales Metrics: What Are Your Goals, Objectives and KPIs?
What Goals, Objectives, and KPIs have you established and track in your presales organization?
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 ...
Doing Discovery with Groups? Divide and Discover
Many sales and presales folks often try to gather as many prospect players together as possible for Discovery calls. This is not recommended…!
Surprisingly Distracting Webcam Backgrounds
I was watching a webinar and noticed something surprisingly distracting… Here’s a screenshot: what happens when your eyes scan the video panes?
New Great Demo! Certified Coaching Program
We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program ...
Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and Remote Audiences
What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?
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 ...
“7 Habits for Stunningly Successful Demos” DEMOFEST 2020
In 7 Habits for Stunningly Successful Demos we explored data-driven best practices (as opposed to opinions!):