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Uniqueness – A Terrific Discovery Question for Highly Transactional Sales
In transactional sales processes, where orders are relatively small and cycle time is rapid, doing Discovery can be challenging – but is still critical!
Discovery Questioning Skills – Doctors vs. Lawyers
When doing Discovery, consider using both types of questions – “Diagnostic”, simply seeking to understand the prospect’s situation, and “Biased”, seeking to move or change ...
What If Your Demo Meeting Ends Early? Give That Time Back…!
A number of Great Demo! practitioners note that many of their demos no longer consume the time previously allocated for their demos – they ask, ...
What Level of Vendor Dress Is Appropriate Over the Web? T-Shirts?
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
“Chunking” in Demos
In Great Demo! Workshops we teach how turn to a firehose demo into a series of consumable “chunks”. Each chunk needs an introduction, body, and ...
Webinar Recording: Demos as a Team Sport – The Roles of Sales and Presales in Great Demos
Preparing and delivering demos should be perceived as a “team sport” when two or more people are involved on the vendor’s side. The days of ...
The Reverse Demo: Before I demo to you – why don’t you demo to me?
If you are looking to displace an existing system (competitor or customer-built), a wonderful approach is to ask for a “Reverse Demo”.
Doing Discovery – The Importance of “Why” Questions
Prospect asks, “Can your software do xxx?” Vendor replies, “Yes, absolutely.” I can’t tell you how many things that brief conversation has occurred – without ...
Your Persona Demo is Failing!
The breakdown with persona-based demos is the lack of ability to fully connect the challenges your audience is having with the value your solution provides.
SKOs and “Swipes” – Making Remembering Memorable!
Want a terrific way to ensure that your SKO participants remember the key take-aways?
Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters – and Its Impact on Presales, Sales and Customer Success
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
Refract/Gong/Chorus/etc. Studies of Teams Doing Demos?
Has anyone conducted studies of best practices for vendor teams when presenting demos, using Refract or Gong or similar tools? It would be very interesting ...
“Thank You for Your Time…” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a customer, often adding “I know your time ...
Demo-Ready Lead?
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many ...
Podcast Recording: A Perfect Demo Environment
How do you suspend disbelief?
Use Chat for Your Demo Questions “Parking Lot” in Zoom (and Possibly WebEx and GoToMeeting)
In addition to the possibility of using a Word or Google document as a “parking lot” for managing questions in your web-delivered demonstrations, another elegant ...
Great Demo! “Book Club” Mini-Workshops
“You cannot have a conversation with a book…!”
Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But ...
Webinar Recording: How to Deliver an Exceptional Remote Demo – A Mini-Clinic
Great Demo!’s Peter Cohan gave a mini-clinic for AnnexQ’s Jeremy Mendoza, walking Jeremy through creating a Situation Slide for his offering and developing a companion ...
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business?
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now
“We brought back the Demo Guru, Peter Cohan, back for another session. Last time Peter blew our minds and completely changed our approach to speaker ...
Sales Burrito – Podcast Available Now
Peter Cohan joined David Siles and Enrique Barreto (rrrrrroll the “r”, please) to discuss demos, forms of proof, Vision Generation, Lunch and Learn sessions, web ...
Why Your Discovery Calls Are Hurting Your Sales
“I hate to break it to you, but your discovery calls might actually be hurting your sales..."
Lunch and Learn Demos
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
Presales Collective Webinar Recording – The Competitive Play: Why, When, and How
As presales professionals we deal with competition daily. Join presales veterans Peter Cohan, Nidhi Shah, and Marjorie Abdelkrime as they shared stories and provided insights ...
Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into ...
Demo “Storylines”: The Journey, The Destination, or Both
Many software vendors talk about “The Journey” or “The Customer’s Journey” as a storyline for their demos. We need to ask ourselves, however, what is ...