Great Demo!

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Great Demo! and the PreSales Collective/PreSales Academy

I am sad to report that I have terminated my partnership with the Presales Academy and the Presales Collective. I do not agree with their ...

Great Demo! and Doing Discovery Book Clubs: Here’s an Author Offer!

I’d be happy to join a session with your team to answer questions and provide examples. I can also offer suggestions regarding what has ...

Great Demo! 3rd Edition?

I’m contemplating drafting a 3rd Edition of Great Demo! and would love to include success stories from existing practitioners. I’ve also been thinking about ...

Great Demo! 3rd Edition – Pre-Call for Prerelease Feedback

Hi All, I’m in the process of drafting a 3rd Edition of Great Demo! and am looking for folks who would be willing and ...

Great Demo! “Book Club” Mini-Workshops

“You cannot have a conversation with a book…!”

Gosh – Top Ten at Demofest

I’m amused to learn that my presentation “Seven VALIDATED Habits for Stunningly Successful Demos” was one of the top ten at Demofest. Frankly, I ...

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!

Get Up!

Demo Presenters: You are not bound to your chair! I watched a ninety-minute face-to-face demo, and the presenter never left his chair! Result? He ...

Friday Funny “The Expert”

Enjoy!

Friday Fun – Amusing Presales Videos

Here are a handful of amusing and/or cynical presales-related videos for your viewing pleasure: – A Conference Call in Real Life – Zoom/etc. horrors ...

Four Stages of Competence in Discovery

Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative ...

Four Opportunities to Harvest: The Value of Informal Success Stories

What might be the single most important asset for your sales and marketing toolkit?

Four Great Quotes

“Prospects are perishable – handle with care.” – Zig Ziglar “Never miss a good chance to shut up.” – Will Rogers “Character ...

Founding and Growing Your New Company Podcast: Why Most B2B Software Demos Fail and How to Fix Them

I joined Emmanuel King Ibironke of The Intelligence Forge for this discussion of demos, discovery, and founding and developing a training and content business. ...

Founders’ Frustration – Another Sales Prevention Team True Story!

“But there’s so much to show…!” – SaaS Founder in year two “When you first released your MVP [Minimum Viable Product], how much ...

Forgotten vs Verbatim: A Storytelling Superpower!

Describe a key capability to a prospect as a “fact” or feature and it is often quickly forgotten. Use a compelling analogy or metaphor ...

For Founders – Storytelling, Sales, and Business Growth: Turning Ideas into Revenue!

Do’s and Don’ts: Fabulous Framing for Founders! “Peter E. Cohan shares how storytelling, sales strategy, and business thinking drive real growth. Learn how to ...

Flip the Script on Your Internal Demo Training?

“It’s easier to learn than unlearn…!” Imagine you’ve just hired a new group of presales folks, or you are running an internal presales academy… ...

Face-to-Face Discovery Online? Consider a FaceTime or WhatsApp Walk-Through!

Many vendors know that visiting your prospects face-to-face facilitates superior discovery, particularly for industries like manufacturing, warehousing and distribution, retail, etc. In my own ...

Face-to-Face Demo? Break Up the “We/They” Seating!

When you have multiple players from your team and the prospect’s team in the room, instead of taking seats with your team on one ...

Fabulous Fuel for Sales, Presales and Customer Success: The Incredible Utility of Informal Success Stories

(A Never Stop Learning! Article) What’s in this article for you? A small investment in time yields surprisingly valuable sales-ready information. An example! The ...

Expansion Questions – An Essential Discovery Skill

Expansion Questions are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They are ...

Expansion and Renewal Demos

“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But ...