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What Is a “Happy Ears” Score?
What Is a “Happy Ears” Score? It’s the difference between an inexperienced salesperson’s assessment of an opportunity vs a veteran presales’ perspective!
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 If You Can’t Get Your Prospect’s Value Numbers in Your Discovery Conversations?
I urge sales and presales folks to uncover tangible measurements of value in their discovery calls with prospects. But what if you can’t get specific ...
What Happens If You Train an AI Engine with…?
What happens if you train an AI engine with poor data? You get Artificial Ignorance! What happens if you train an AI engine ...
What Does Superior Discovery Deliver?
Vendors who perform superior discovery enjoy… With Prospects: Timely Decisions Precise Demos Better Product Fit Closing Doors to Competitors Positive Differentiation Accurate Proposals Expanded ...
What Does Insufficient Discovery Yield?
Insufficient discovery causes: Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful Demos ...
What Does Insufficient Discovery Cause?
Here’s the short list! Delayed Decisions No Decisions Unwarranted Discounting “Buying It Back” Slowed Sales Cycles Wasted Sales Cycles Harbor Tour Demos Stunningly Awful ...
What Does 76 Seconds Have to Do with Better Demos?
It’s your target average Speaker Switch time! “One good conversation can shift the direction of the change forever.” – Linda Lam Speaker ...
What Does “We Eat with Our Eyes First” Have to Do with Demos?
“We eat with our eyes first”: Apicius (a 1st century Roman gourmand) purportedly make this statement – and it’s also true for demos! Don’t ...
What Do You Think About This Approach?
Here’s an email I received recently (slightly redacted to protect identities) – what do you think about this approach to offering a demo?
What Did You Say? What Did You Mean?
Word choice can be critical! “The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw ...
What Did You Learn…?
What did you learn yesterday? What are you learning today? What will you learn tomorrow? Want some tasty bitesize learning morsels? Sample our Blog ...
What Did You Learn in the Past Year That You Didn’t Know Before?
How about the last two years? Five years? Ten years? Fifteen, twenty, or more? Imagine tapping into that learning, that knowledge, that wisdom, saving ...
What Can We Learn From Analyzing 67,439 Demos? Some Surprising Insights
What can we learn by analyzing 67,149 software demos? A great deal…!
What Can Demos Learn from Music?
Musicians employ a number of tools to engage audiences that can be applied directly to demos...
What Can Demos Learn from Music?
Listen to one of your favorite songs… What do you hear? Loud sections vary with soft passages, swelling and diminishing, cymbal crashes and silence… ...
What Are the Advantages of Doing Better Discovery in Challenging Economic Times?
What Are the Advantages of Doing Better Discovery in Challenging Economic Times? Higher likelihood of achieving your objectives Reduced risk of being laid off ...
Webinar Recording: Storytelling and Demos
What makes an engaging story? How do you use stories in your demos in a way that connects to your audience?
Webinar Recording: Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer ...
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” ...
Webinar Recording: The Evolution of PreSales with Natasja Bax
Vivun hosted this event – you can find the recording here...
Webinar Recording: Rescue From the Tyranny of Traditional Demos
You may be suffering from the tyranny, the terror, and the trap of traditional demos...
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: 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 ...
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 ...
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 ...
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 ...