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Upcoming Great Demo! Public Workshops
We’ve added a new, additional EMEA Great Demo! Virtual Public Workshop as the March 8-10 was oversubscribed! The new session will take place February 28 ...
Webinar Recording – 7 Levels of Discovery Skills for Communicating Customer Value
Great Demo!’s Peter Cohan joined the fine folks at Cuvama for this webinar on doing discovery and communicating value...
How Many Mouse Clicks?
Ask yourself, “Am I really presenting our software in the best possible way – am I really using the fewest number of clicks?”
Webinar Recording – Delivering Successful Hybrid Demos
Great Demo!’s Julie Hansen joined the Consensus crew for this webinar...
Discovery, Empathy, and Quid Pro Quo
Discovery shouldn’t be an inquisition…!
Two Presales in a Pod – Podcast
"2022 PreSales Predictions: Check out the Two PreSales in a Pod - Podcast festive episode."
A Simple, Terrific Qualification Test
Just browsing prospects don’t want discovery; Active buying prospects often want to be discovered…!
Assessing Demonstration Skill Levels – How Does Your Team Rate?
Many presales and sales practitioners say they are skilled at doing demos – but are they? Here’s a simple method to assess where you and ...
Two Presales in a Pod – Podcast 42
What is a hybrid demo meeting - and how do we manage them?
“Burning Presales” Podcast
The fine folks at Consensus have started a “Burning Presales Podcast” series – Great Demo!’s Peter Cohan was honored with the first two installments...
Do It Again? Great Demo! Methodology Evolution
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in ...
SKO Planning – Great Demo! Sessions
Contemplate including a Great Demo! Seminar to stimulate thinking and begin the process of change, or schedule a Great Demo! Workshop to train the team.
Stunningly Awful Demos: Insufficient Customization
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
Great Demo! Webinar Topics – Poll
We’ve had a number of requests for various webinar topics – let us know which are of most interest to you…!
Dealing with “Just Show Me a Demo”? Here Are 7 (Gentle, But Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. ...
Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles
"Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win ...
Differentiating?
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
Solutioning?
Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning ...
Upcoming Great Demo! Virtual Public Workshops
Registration is now open for our next EMEA and North America Great Demo! Virtual Public Workshops: North America November 17-19 EMEA November 30 – December ...
We Rarely Try Something New…
While many folks are aware of the annotation tools in Zoom and Webex, etc., they are very rarely used in virtual demos or presentations. Why?
Avoiding Harbor Tour Demos: “Ifs”
When you find yourself using "If" early in your demo you are likely embarking on a Harbor Tour – and the more “ifs”, the longer ...
How to Rake Your Way into the Future of Presales
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. ...
Presales Metrics – What to Measure and Why
Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to ...
Great Demo! Chat Recording: XO: eXtraordinary Outcomes – Episode 34
“We found the origins stories [about the methodology and the book] interesting, but the next sections were particularly useful, as you described and developed many ...
People Buy From People They Trust
B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do. They ...
Webinar Recording: First Call Demos and Discovery – A Surprisingly Effective Approach
How do you satisfy your prospect’s desire to see a demo without inflicting them with a Harbor Tour? How can you move them (gently, but ...
Presales Metrics: What Are Your Goals, Objectives and KPIs?
What Goals, Objectives, and KPIs have you established and track in your presales organization?