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Intriguing Webinar: “Change Before You Have To: Leading the Presales Transformation Inside Your Organization”
This should be an insightful discussion! Join Adam Freeman, Garin Hess, Freddy Mangum and Great Demo!’s own Peter Cohan in this conversation about life, liberty ...
Doing Discovery with Groups? Divide and Discover
Many sales and presales folks often try to gather as many prospect players together as possible for Discovery calls. This is not recommended…!
Surprisingly Distracting Webcam Backgrounds
I was watching a webinar and noticed something surprisingly distracting… Here’s a screenshot: what happens when your eyes scan the video panes?
New Great Demo! Certified Coaching Program
We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program ...
Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and Remote Audiences
What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?
It’s QBR Season…!
Include a session on improving your team’s demonstration skills at your upcoming QBR meeting. Insightful, interactive and thought-provoking sessions range from 20 minutes to several ...
“7 Habits for Stunningly Successful Demos” DEMOFEST 2020
In 7 Habits for Stunningly Successful Demos we explored data-driven best practices (as opposed to opinions!):
OVERactive Listening
While Active Listening skills are extremely important for vendors in Discovery, demos, and related conversations, we occasionally encounter vendor reps whose responses to prospect comments ...
Some Observations – Exploring the Data in Consensus’ 2021 Sales Engineering and Workload Report
Consensus graciously provided me with access to the data in their “2021 Sales Engineering and Workload Report" – here are some interesting observations.
The Myth of the Informed Buyer
SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an ...
Automated Demo Content – Getting It Right
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Webinar Recording
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Two PreSales in a Pod – Podcast
From the Podsters: “Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles DEMOFEST Presentation
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…)
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven ...
Is “Super” the new “Awesome”?
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven ...
Discovery and Demos for Transactional Sales Cycles – When More Must Be Less (And Less More)
Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and ...
A New “Touch” in the New Normal
I was recently asked the following question in an interview: “While business travel appears to be opening up, it looks like working from home is ...
Seven Skills Levels for Stunningly Successful Discovery – Webinar Recording
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
“Let Me Close My Door” – A Discovery Story of Trust and Credibility
What percent of your team thinks they do a good job with Discovery, but you know they don’t?”
Demo Data – Another Angle
I’ve blogged about the need for demo data to reflect real-life problems and situations, including the ability to find and surface problems, identify opportunities, and ...
The Ignition Demo: A Conversation with Peter Cohan – Podcast
I joined Randy Frank of Navattic to explore the “Ignition Demo”, the spark needed to engage early stage prospects in the buying journey.
“Customer Fill-in” – A Terrific Demo Tip
Here’s a truly terrific tip: Invite your prospect to be the end-customer and fill-in the form by proxy, through you.
How Do You Determine the Technical Win?
The goal for many presales teams is to secure the Technical Win or Technical Close. I’m curious, what criteria or measurement do you use to ...
What is the significance of 33334?
That’s how many copies of Great Demo! have been purchased (not including those that have been resold or passed around). This means that at least ...
Should There Be Both Sales AND Presales Motions?
Sadly, there is no definition for Presales Motions… Perhaps there should be! Here’s a draft, based on the HubSpot wording above: “A Presales Motion is ...
Demo Data: The Importance of Problems, Gaps, and Exceptions
I was working with a vendor on an example demo and we identified a dashboard to serve as an Illustration (a “Wow!” screen for that ...