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Establishing Rapport vs Developing Relationships Online
I’ve been experimenting with how to build relationships when limited to online meetings. I find that reserving a few minutes at the end of ...
Establish a Never Stop Learning Habit
The Great Demo! website Resources pages are packed with fresh ideas, pragmatic practices, insightful observations, and detailed studies providing you with unlimited access to ...
English: Lesson Learned?
“Even monkeys fall from trees.” (Saru mo ki kara ochiru) – Japanese Proverb I was visiting prospects in Japan with representatives from one ...
English, Simply!
This was a personal Dunning Kruger experience for me… “In literature the ambition of the novice is to acquire the literary language; the ...
English, Simply
This was a personal Dunning Kruger experience for me. “In literature the ambition of the novice is to acquire the literary language; the ...
Engaging the Five Senses in Your Demos
Alex, the presales team member, began the demo by carrying a large stack of paper into the room, walked to the front and dropped ...
Embrace Vuja De!
Did you ever have that strange feeling that none of this has ever happened before? Embrace that feeling!
Eat Your Own Dog Food?
I frequently hear “We eat our own dog food” from software vendors and, while it’ a good thing that they use their own product, ...
Easy Summer Reading! A Prospect’s Tale – An Instructive, Humorous Account of Woe and Triumph
Invest 30-45 minutes to enjoy this story of a buyer’s journey…! Part 1: The Long Trip to Nowhere A Lesson in Lead Churn False ...
Dos and Don’ts of an Excellent Software Demo
Sales demos are a powerful way to communicate the value of your product or service to clients, prospects, and customers. The key is to ...
Doing Discovery: Two Thought-Provoking Tactics
One of the most challenging aspects when doing discovery is avoiding the impression of an interrogation, and offering quid pro quos is a terrific ...
Doing Discovery: Be Curious!
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery...
Doing Discovery with Your Prospects’ Executives
“Get to the point…!” – Nearly Every Executive Exasperated by Traditional Salespeople What’s in This Article for You? A Real-life Story Another Real-life Story ...
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…!
Doing Discovery Tip: Relationship Building
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground – something ...
Doing Discovery Tip: Relationship Building
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground – ...
Doing Discovery Pro Tip: “Why” Questions Drive the Conversation Upwards
And help uncover Critical Business Issues. True story: I asked a sales manager, “What’s the biggest challenge you face in your job today?” He ...
Doing Discovery Is as Simple as ABC
(No, not Always Be Closing…!) ABC = Always Be Curious! Being genuinely curious turns discovery sessions from inquisitions and interrogations into comfortable, bidirectional conversations. ...
Doing Discovery Edizione Italiana – Doing Discovery Italian Edition
I am absolutely delighted to announce the availability of Doing Discovery in Italian! Many thanks to Giorgio Gnoli who performed the translation. You can ...
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 ...
Doing Discovery and Great Demo! Third Edition International Availability
Confirmed: The Doing Discovery and Great Demo! Third Edition books are available internationally on these Amazon sites: Country or Region URL Australia amazon.com.au Austria ...
Doing Discovery and Great Demo! Are NOT for Everyone…
Doing Discovery and Great Demo! are not for everyone… They are only for those people who want to make substantial changes and improvements in ...
Doing Discovery – The Importance of “Why” Questions
Prospect asks, “Can your software do xxx?” Vendor replies, “Yes, absolutely.” I can’t tell you how many things that brief conversation has occurred – without ...
Doing Discovery – The Importance of “Why” Questions
Prospect asks, “Can your software do X?” Vendor replies, “Yes, absolutely.” I can’t tell you how many times that brief conversation has occurred without ...
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 ...
Doing a Great Demo! or Doing Discovery Book Club? Here’s an author offer!
I’d be happy to join a session with your team to answer questions or discuss examples. Please let me know if you are interested ...
Does That Make Sense?
Should we be using this phrase in our demos and/or are there alternatives?