EN 
ES Great Demo!
Blog
“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?”
“It’s Hard to See Your Mouse…”
“It’s hard to see your mouse…” said the prospect, “It’s pretty small.” This is a very (very!) common problem, as screen resolution of computers ...
“In the Hotseat” Discovery Recording
The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot ...
“If you do not know how to ask the right question, you discover nothing.”
“If you do not know how to ask the right question, you discover nothing.” – W. Edwards Deming Here’s how to do discovery!
“If you can’t explain it simply, you don’t understand it well enough.”
“If you can’t explain it simply, you don’t understand it well enough.” – Albert Einstein Nothing crystalizes our understanding of an idea or topic ...
“I’m not everybody…”
“I’m not everybody…” That’s what a prospect senior manager said when responding to the vendor’s comment that “Everybody likes this feature…” during a demo. ...
“I was gratified to be able to answer promptly…”
“I was gratified to be able to answer promptly, and I did. I said I didn’t know” — Mark Twain
“I Want This to Be Interactive…!”
“Half the world is composed of people who have something to say and can’t, and the other half who have nothing to say and ...
“I Got the Job!”
“I got the job!” she reported, triumphantly. She said, “I used the stories in ‘Suspending Disbelief’ to answer the interviewer’s questions – and after ...
“I Get Paid to Point, Click and Talk…”
Recently, I heard a presales colleague jokingly say to a prospect, “I get paid to point, click and talk…” I just realized that a ...
“I finally had a chance to read Suspending Disbelief by Peter Cohan and let me tell you, it’s 🔥”
“I thought I’d skim a story or two… but I couldn’t put it down.” “🚀 Just finished Suspending Disbelief by Peter Cohan… and it’s ...
“I Already Saw Your Demo….”
“And I didn’t see anything interesting.” That was the prospect’s response to the vendor’s inquiry, “Would you like to learn more?” First ...
“Here’s the Truth?”
When someone starts a sentence with the phrase, “Here’s the truth,” I’m immediately skeptical!
“Habit Is Habit”
“Habit is habit, and not to be flung out of the window by anyone, but coaxed downstairs one step at a time.” — Mark ...
“Great!” Said the Salesperson…
I can’t tell you how many times I’ve heard vendors exclaim “Great!” in response to a prospect admitting a major pain. It would be ...
“Getting to Great: Coaching for 7 Habits for Stunningly Successful Demos” – Webinar Recordings
Traditional-average demos – and traditional-average demo delivery – are simply insufficient today! We introduced seven habits that correspond to (rather dramatic) increases in demonstration success ...
“Doing Discovery” SE Book Club – What’s YOUR Discovery Skills Level?
I joined Kintan Brahmbhatt, Co-Founder and CEO of Olto Labs, for this intriguing and enlightening discussion of discovery skills, methods, tips, and examples. We ...
“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.
“Customer Fill In” – A Truly Terrific Demo Tip!
I was watching demos that highlighted vendors’ customer-facing intake forms/portals and noted some poor practices. Each vendor claimed that end-customers “can complete the process ...
“Customer Fill In” – A Truly Terrific Demo Tip!
This tip will change your demos BIG time… Encourage your prospects to actively PARTICIPATE in your demos by gently (but firmly!) forcing them to ...
“Competitive Deals are Won Early, Not Late”
Very interesting conclusions from a study done by Gong a few years ago: “Competitive Deals are Won Early, Not Late” And “Competitive deals are ...
“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 ...
“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...
“Bits About Books” Interview
This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.
“Before and After” Images and Illustrations in Demos
In Great Demo! Workshops we help teams identify the “wow” screens and deliverables in their software (“Illustrations”). One terrific approach is to leverage the well-known ...
“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!):
“With great curiosity comes great opportunity!”
Be curious – it’s an evolutionary advantage!