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Webinar Recording: Anatomy of a Discovery Conversation
In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain ...
Webinar Recording – What is Presales Series: Presales Is the Secret to Shorter Sales Cycles
Buyers want experts. In today’s world of product-led sales there has never been a bigger opportunity or risk in leveraging the presales team. The companies ...
Webinar Recording – This Was a Good One: Seven Validated Habits for Stunningly Successful Demos!
You can find the recording here! “You’ve prepared, you’ve practiced, you’ve poured your heart into your demo… and still, no sale. What gives? Peter ...
Webinar Recording – Delivering Successful Hybrid Demos
Great Demo!’s Julie Hansen joined the Consensus crew for this webinar...
Webinar Recording – 7 Levels of Discovery Skills for Communicating Customer Value
Great Demo!’s Peter Cohan joined the fine folks at Cuvama for this webinar on doing discovery and communicating value...
Webinar Recording – “Discovery Masterclass”
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t ...
Webinar Recording – The Perfect Presales Demo Environment – and Terrific New Tool
“Sorry, I don’t have an example like that in our demo system…” “No, we can’t show that workflow – this is a demo database…”
Webinar Recording – “How PreSales Can Run More Effective Evalutions”
Great Demo!'s Peter Cohan joined Brett Crane, VP of PreSales at Vivun, for a conversation on “how to execute evaluations with better outcomes while protecting ...
We Rarely Try Something New…
While many folks are aware of the annotation tools in Zoom and Webex, etc., they are very rarely used in virtual demos or presentations. Why?
We Eat First with Our Eyes: With Food AND Demos
How you present software can be as important as what you present. “We eat first with our eyes.” – Apicius On a ...
We Are Programmed to Forget – And How That Impacts Our Demos
What’s in This Article for You? How our brains process inputs What is forgotten vs remembered in traditional demos Three tactics to improve retention ...
Watching a Typical Live Demo Is Like…
As a prospect, watching a typical live demo is like… Watching paint dry (and just as exciting!) Being fed food you don’t want and ...
Want a Demo Horror Story?
The Credit Card Story: I was doing a demo for a small but important prospect. The CEO of the company was the key ...
Want a Demo Horror Story?
(Stop selling when your prospect is ready to buy!) I was doing a demo for a small but important prospect. The CEO ...
Vision Generation Demos
What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business ...
Vision Generation Demo Challenge
If you had only 4 minutes with a prospect and had to choose only 3 screens to show from your software for a particular job ...
Vibe?
Are any you familiar with or have experienced using Vibe? (https://vibe.us/) I’m intrigued…!
Verbal Aikido
One of the key ideas of Aikido is to deflect your opponent’s energy and momentum or use it against them. The same idea can ...
Value: A Bit LESS About Numbers?
How many digits of Pi do you remember? How many digits of Pi do you use?! The math constant π (Pi) has an ...
Value Statements Need to Align with Job Title
The sales call wasn’t going well! I was watching the prospect’s reaction to the salesperson’s statements… He said, “It looks like you’ll gain $24 ...
Using Storytelling in New and Unexpected Ways!
Storytelling is used today in many customer-facing interactions including introductory calls, discovery, demos, and in some tactical portions of those conversations, such as handling ...
Using Consensus/Automated Demos to Accelerate Discovery and Leapfrog Process Steps
Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple ...
Using Analogies and Metaphors in Presales – Podcast
“On the PreSales Podcast, James Kaikis and Peter Cohan connect on the topic "Analogies and Metaphors in PreSales”.
Using Analogies and Metaphors (and More) in Demos
Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos. Some examples are very effective, others could be improved… ...
Using AI to Annoy Prospects?
AI personalizes but often without correct context. I can’t tell you how many LinkedIn messages I get that are “personalized” but ignore key information. ...
Users’ Groups: An Underutilized Competitive Weapon!
Customers sing your praises to prospects (then beat you up about desired functionality)! One of my first recommendations as a board member was ...
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 ...