Great Demo!

Blog

Consensus DEMOFEST Community Presales Book Club

I am thrilled to join the fine folks at Consensus in their new Presales Book Club, with my recent book Doing Discovery as their ...

Congrats You Just Gave a Horrible Demo!

Excellent and amusing summary of key Great Demo! ideas in a 39-minute podcast! https://digitalwildcatters.com/podcasts/what-the-funk/ Type “Cohan” in the search box and choose episode 13 ...

Competitive Differentiation via Whole Product Analysis

Here’s a tip most people don’t know…! While I strongly recommend against inflicting corporate overview presentations on your prospects, some elements from typical corporate ...

Competitive Demo Situations – Biasing Towards Your Strengths

What can you do to differentiate from your competition and increase your chances for success?

Coffee with Sales Engineers!

“Discovering the Journey and Wisdom of a Sales Engineering Legend: Peter Cohan In this insightful episode of Coffee with Sales Engineers, we sit down ...

Closed?

Why is it called “closed” if it’s supposed to be the opening of a long customer relationship?

Click-Click-ClickClickClickClickClickClick-Clickety-Click…!

That’s the sound of an over-enthusiastic mouse… I was watching a demo from the founder of a startup who was excited to share his ...

ChatGPT Thoughts: When Does ChatGPT Become Sentient?

Reusing and remixing what has previously been written is a wonderful thing. It enables past ideas and practices to be summarized. As an experiment, ...

ChatGPT for Analogies

One terrific use of ChatGPT is to suggest analogies (or metaphors) to aid in your descriptions of features, functions, problems, outcomes, etc. For example, ...

CBI Plus CEBI – A Powerful Pair Driving Purchases

Many folks have commented that “people buy based on emotion and justify with logical reasons.” This is certainly true in some cases. But I think the strongest purchasing ...

Can You See My Mouse?

Not easily! The standard Mac and Windows mouse cursors are too small and too insubstantial for effective demos. Both display a thin black outline ...

Can Upskilling Be Fun?

Yes! Stories make learning informative and entertaining: Doing Discovery is spiced with stories providing an outstanding foundation for doing discovery! Great Demo! leverages stories ...

Can AI Agents Do Effective Discovery?

Can an AI agent evince real curiosity? Can an AI agent show real empathy? Can an AI agent make it a real conversation? Not ...

Calculating Value: Numbers You Should Know

Value calculations rely on a number (pun intended!) of constants that every customer-facing vendor player should learn and memorize! Here are a few: Working ...

Buying Process vs Rebuying Process?

Buying processes, as typically defined by most vendors, run from initial contact to the close. Perhaps we should rethink this and consider a richer ...

Buying It Back: Some Good News!

“What they don’t see won’t hurt you!” There’s a remarkable difference between software and physical products: In software demos, unwanted or unnecessary features can ...

Buyers Don’t Want a Relationship with Sales … Until They Do!

What does this mean? Buyers don’t want to engage with salespeople, initially. Buyers want to pursue their processes of problem analysis, information gathering, and ...

Buyer Enablement: A Whole New Game

Buyer Enablement endeavors to remove as much friction as possible from prospects’ buying processes and anticipate their needs. It is a major, delightful shift ...

Buyer Enablement and Transition Vision: Which Vendor Will Get Your Business?

“Drive-in banks were established so most of the cars today could see their real owners.” – E. Joseph Cossman “If all the cars in ...

Burning Presales Podcast – Discovering Discovery

What exactly is good discovery and why is understanding it so important?

Browser Full Screen Mode: A Really Simple, Really Effective Demo Best Practice

I can’t tell you how many folks presenting demos forget (or don’t know) to enter full screen mode for browser-accessed applications. Instead of viewing only ...

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...

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 ...

Bits About Books – Doing Discovery Interview

“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of ...

Beware Presales Hubris: An Open Letter to Presales

[Read this BEFORE DemoFest…!] “Clueless” “Technically inept” “Lying” “Manipulative” “Untrustworthy” “Annoying” “Greedy” “Verbose” “Pushy” “Self-centered” “Unethical” “ADD” These are just some of the descriptions ...

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 ...

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 ...