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Upcoming Webinar: A Perfect Demo Environment – Revealed!

We’ll be exploring: Stop Apologizing, Include Problems, Don't Call It a Demo, Personalize, Customize!

Upcoming Webinar: Are You Using No-touch, Low-touch, and Ignition Demos to Your Advantage?

Ignoring passive “just browsing” buyers may cause you to jeopardize tomorrow’s prospects...

DEMOFEST 2022 Sessions Recordings – Full Access

Good news! The fine folks at Consensus have made all of the DEMOFEST sessions easily accessible here, whether you registered previously or not.

Possible Presales Job Titles of the Future (and Some Current)

Here are a handful of presales job titles and functions that we might expect to see in the future...

Presales: Moving from Renaissance to Enlightenment

We are moving into an Age of Presales Enlightenment, where decisions are based on real data.

Upcoming Great Demo! Public Workshops

Take advantage of the typical summer business slow-down to sharpen your saw!

Listening to Your Customers – What Do You Hear?

Sales and presales, in particular, are key conduits of customer needs to product teams. I’m curious: how granular, or perhaps how complete, is that communication?

Rescue – From the Tyranny of Traditional Demos

Throw off the shackles of the old traditional approach. Embrace this new, delightfully effective approach to creating and delivering demos.

A Tale of Three Leaders – What’s YOUR Diagnosis?

Once upon a time (about a week ago), a CRO, a sales leader and a presales leader reached out to me. They said their sales ...

Webinar Recording: The Evolution of PreSales with Natasja Bax

Vivun hosted this event – you can find the recording here...

Upcoming Great Demo! Public Workshops

North America June 7-9, 2022 (Virtual) EMEA July 4-5 (Face-to-Face) EMEA September 6-8 (Virtual)

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 ...

Presales Tools Summary – April 2022

Here is a listing of presales tools that we’ve explored, including a paragraph from the vendor and our comments for many of these offerings.

Book Recommendation: Think Again: The Power of Knowing What You Don’t Know

This terrific book provides refreshing and provocative insights into ourselves and into our interactions with others...

Webinar Recording: How to Truly Engage Customers During Product Demos

We explored best (and worst!) practices for driving interactivity in demos delivered over the web.

Webinar Recording: Anatomy of a Discovery Conversation

In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain ...

Upcoming North America Great Demo! Public Workshop

Our next North America Great Demo! Virtual Public Workshop is now scheduled for June 7-9. You can find registration and additional information here...

Making Numbers Count: The Art and Science of Communicating Numbers – A Book Report

Making Numbers Count offers tools and methods to make sense of numbers – a set of skills that customer-facing teams should embrace!

No Decision Outcomes Make Up ~45% of All Forecasted Opportunities in Software Sales. Why Should You Care?

No Decision outcomes make up ~45% of all forecasted opportunities in software sales. Why should you care?

DEMOFEST 2022

This year’s DEMOFEST lineup looks terrific – here is how to register. Looking forward to seeing you there!

“Bits About Books” Interview

This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.

Real Fake Names Tool for Demos and POCs – A Perfect Demo Environment

Here’s a tool that generates realistic name, address, and related information for use in demos, POCs, and other processes...

Webinar Recording – “How PreSales Can Run More Effective Evalutions”

Great Demo!'s Peter Cohan joined Brett Crane, VP of PreSales at Vivun, for a conversation on “how to execute evaluations with better outcomes while protecting ...