EN 
ES Great Demo!
Blog
How Do You Know When You’re Buying It Back?
If you’ve ever heard these objections, you were probably Buying It Back: “We don’t want the Cadillac; we just need a Chevy!” “It’s way ...
How Do You Determine the Technical Win?
The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to ...
How Do You Create Truly Great Automated Demos?
Not by automating a Harbor Tour… Not by pounding “Tell Show Tell” over and over… And definitely not without: Setting Context Identifying Specific Challenges ...
How Can You Avoid Discovery Becoming an Interrogation?
“…And where were you the night of November 15, 2024…?!” In discovery, too many one-way questions can feel like an interrogation or inquisition. And ...
How Can Setting Expectations Impact Sales?
A sales methodology trainer shared this intriguing story: “There were two vendors competing for a prospect’s business, a very large opportunity. Both vendors were ...
How Buyer Enablement is Changing Discovery – DEMOFEST Silicon Valley Presentation
Great Demo!'s Peter Cohan will be joining DEMOFEST in Palo Alto in person for this 55-minute presentation on Wednesday August 31 at 2:00 PM.
How Bad Is the Pain? Is It Critical?
Sales teams are taught to uncover “pain,” but the presence of pain may be insufficient to drive a sales opportunity forward. This is why ...
How Are Typical Demos Like an Awful Cooking Class? How Do YOURS Compare?
Imagine you’ve signed up for an in-person cooking class experience… You’ve been told you’ll be following a recipe to create a famous, delicious dish. ...
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 ...
Hey Presales and Sales! Which of These Don’t You Know But Should?
Test yourself! Do you know: What are Expansion Questions? What are Ranging Probes? What are Biased Questions? What is quid pro quo in discovery? ...
Help, Mr. Wizard…! Another Sales Prevention Team True Story!
“Tell me, old friend, when did you abandon wisdom for madness?” – Gandalf to Saruman Software wizards are intended to make a ...
Heading to DemoFESTx East? Stop By and Say Hi!
I’ll be presenting “Essential Elements of Discovery (Dimensions of Discovery).” And in between sessions I’ll hanging out in the Partners area – please drop ...
Heading to DemoFESTx East? Stop By and Say Hi!
I’ll be presenting “Essential Elements of Discovery” in which you’ll get to choose from TWO sets of topics! (An application of the Menu Approach!) ...
Heading to DemoFEST West? Stop By and Say Hi!
I’ll be hanging out in the Partners area (Pacific Gallery on the 5th Floor) – please drop by! I’d be happy to chat, answer ...
Harbor Tour? Sigh…
Today I heard a DemoFest presenter say, “you can always use a Harbor Tour demo for those situations where you’ve been given short notice ...
Handy Zoom Tool in PowerPoint
PowerPoint has a very useful but rarely used zoom/magnify tool in Slideshow mode (in PowerPoint 365 for Windows only, sorry Macintosh folks…). It works as ...
Handling Questions in Demos: Verbal Aikido
One of the key ideas of Aikido is to deflect your opponent’s energy and momentum or use it against them. The same idea can ...
Handling Objections: What Objections Do You Hear Most Frequently?
“Handling objections” is a frequently requested training topic from sales and presales managers for their teams. I’m curious: What objections do you hear most ...
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…!
Great Demo! Virtual Demos Best Practices
Want a Horror Story? I’ll give you a teaser: The punchline is, “Nope, I’m good…” I watch dozens of recorded virtual demos from my ...
Great Demo! Resources Pages
Explore the wealth of tips, ideas, articles, blog posts, webinar and podcast recordings on the Resources Pages at https://GreatDemo.com.
Great Demo! Remote Demos Best Practices
Want a horror story? I’ll give you a teaser: The punchline is, “Nope, I’m good…”
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading plan: A combo approach! ...
Great Demo! or Doing Discovery – Which to Read First?
Many people have asked, “What’s the best way to consume these books? Which should be first?” Here’s a recommended reading/listening plan: A combo approach! ...
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 ...
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 ...
Great Demo! Before and After Illustrations: A Visual Story!
A very effective method of presenting Great Demo! Illustrations is a “Before and After.” The “Before” is an image that represents your prospect’s sad, ...