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What’s Your Discovery-to-Demo Ratio?
Do you track your Discovery-to-Demo Ratio? You should!
What If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations?
I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific ...
2 Enlightening (and Frightening) Sales Stats
The Brevet Group compiled some delightful observations in their “21 Mind-Blowing Sales Stats” post. Numbers 14 and 15 are particularly interesting...
What’s “Better”?
I suspect that today’s buyers for complex solutions care less about “whose product is better” and more about “who would you prefer to do business ...
Top Twelve 2022 Great Demo! & Doing Discovery Posts
ere are the top twelve Great Demo! & Doing Discovery posts from 2022 chosen by you, discerning audience. Enjoy!
Demo Tip: Curing Zippy Mouse Syndrome
Do you suffer from Zippy Mouse Syndrome? Here are the symptoms...
Storytelling in Demos: The Hero’s Journey in 60 Seconds…!
Nearly all sales and presales folks want to improve their storytelling skills in demos and discovery conversations. Here’s one simple approach: present a hero’s journey ...
2022 SE Trends Series Interview
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” ...
Prospects Say “No” But Vendors Don’t Listen…
Fundamentally, people don’t like to say “no” to other people. They are often uncomfortable expressing their true feelings. We see this play out in sales ...
Doing Discovery: Be Curious!
One of the best ways to be perceived as authentic and natural is to be genuinely curious when doing discovery...
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 3
How does this 55-minute “discovery” call compare with yours?
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 2
Here’s the short list of why so many discovery calls fail to accomplish their actual objectives...
Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t Realize It!) – Part 1
What’s the tangible difference between a conversation and an inquisition? Give and take. It’s the give portion that’s missing from so many discovery conversations!
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 ...
A Terrible Tabs Demo Death March
I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 ...
Product Names in Demos?
As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions...
Presenting Software – Taking a Page from Restaurant Waiters’ Playbook
Notice how waiters in mediocre restaurants serve dishes: they simply ask, “Who had the linguini?” and plonk! – a plate of pasta plops down in ...
Presales – Please Complete Consensus’ Survey (You’ll Be Glad You Did)
Participating in this survey is a terrific investment in yourself and your team...
What You Are Looking at Here Is…
Nearly all people presenting demos show screens of their software. Very few bring those screens alive!
SKO Topic That SWINGS the Needle?
Looking for something that not only “moves the needle” but swings it into a whole new category? It is time to uplevel the team’s discovery ...
Stunningly Awful Discovery and Demos Viewed as an Appalling Dining Experience
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos. Imagine that you and four colleagues are a ...
Typical Discovery?
What could possibly go wrong?
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 ...
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 ...
Upcoming Great Demo! Public Workshops
Sharpen your saw for the Fall, Winter, and beyond! Public Workshops are perfect for individuals or small teams:
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 ...