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When Is 1 + 1 Much Greater Than 2?
Great Demo! is ground-breaking, Doing Discovery is delightfully differentiating, and together they are truly game-changing! While both methodologies can stand on their own, they ...
Avoiding No Decision Outcomes
Avoiding No Decision Outcomes The Surprisingly Large Opportunity for Improvement (A Never Stop Learning! Article) What’s in this article for you? A Sadly ...
Upcoming Webinar: How Much Discovery Is Enough – Or Too Much?
Join us on Wednesday November 8 at 11:00 Pacific Time as we explore a number of intriguing and surprisingly important discovery parameters, based on ...
Old vs New – Why Upgrade to Great Demo! Third Edition?
Great Demo! first appeared in 2003 – twenty years ago – and represented a major change in the process of preparing and delivering software ...
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 ...
Who’s Afraid of Asking Prospects for Specific Value Numbers?
Apparently, far too many sales and presales folks! Many sales leaders remark that “failure to uncover the value” is one of their sales teams’ ...
Reducing “No Decision” Outcomes
“Nearly half of the forecasted opportunities you pursue end in No Decision – would you like some of that time back in your life…?” ...
What Should Stand-up Comedians and Presales Have in Common?
What can presales (and other customer-facing folks) learn from stand-up comedians about demos and presentations? They test, discard, keep, refine, and harden new and ...
Pearls and Epiphanies: One Picture Is Worth 1000 Words; One Illustration Is Worth…?
One picture is worth 1000 words; one Great Demo! Illustration is worth 1000 mouse clicks!
Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are ...
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…” ...
Pearls and Epiphanies: Meetings
Being early is on time; Being on time is late; And being late is inexcusable!
How Is Cooking Like Doing Discovery and Demos?
Because cooking (successfully, that is!) requires methodology. Wait… Cooking is a methodology? Most definitely! Cooking successfully requires you to know what to do, how ...
What’s the Connection Between Monday Morning and Vision Generation Demos?
Think about what you did first thing on Monday morning. (I mean, after you consumed the comics or the sport scores or other news…!) ...
Webinar Recording – “Discovery Masterclass”
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t ...
Bits About Books – Great Demo! Third Edition Conversation
From the host: “Bits About Books episode #70 featuring Peter E. Cohan, is now live. We welcome him back to BAB and speak with him about ...
Two Presales in a Pod – Digging into Discovery
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this ...
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: ...
The “Butter Test” for Demos
What is the “Butter Test”? It’s another term for the “5-Second” analysis for user interface navigability. Very simply, it is a method to ensure that ...
The Advantages of the Incumbent Vendor
The Advantages of the Incumbent Vendor Leveraging Its Impact on Managing Competition, Renewals and Expansion Sales (A Never Stop Learning! Article) “Get their ...
The Opposite of Active Listening?
How many of us find ourselves forming a response to a prospect or customer comment or question, well before they have finished speaking? I’d ...
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 ...
Sales and the Difference Between Momentum and Inertia
Momentum is defined as the tendency of a body to remain in motion. Inertia is the tendency of a body to oppose the change ...
Death by Corporate Overview (A Never Stop Learning! Article)
What’s in this article for you? Why corporate overview presentations are a bad, costly habit. Two terrific solutions. One adequate solution, if you can’t ...
Pre-Discovery for Critical Business Issues?
Here’s the premise: It is very helpful to know your prospect’s Critical Business Issues before the discovery call begins! Wait, what? Don’t you need ...
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 ...
Automated Demo Content – Getting It Right
A Never Stop Learning Article! Automated Demo Content – Getting It Right What’s in this article for you? An exploration of your own ...