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Bits About Books – Doing Discovery Interview

“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of Software Sales and Buyer Enablement Processes. The episode is now #LIVE!”

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” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…

Only 16% of You…

Only 16% of You…

Upcoming Webinar – The Science of Doing Discovery

Great Demo!’s Peter Cohan will be joining the fine folks at Demoleap to discuss more about the Doing Discovery methodology, and how Demoleap helps to support a structured, consistent approach:

Discovery Is a Journey – But with Major Destinations

Many people note, correctly, that “discovery is a journey” and that “discovery should be ongoing…” I’m in violent agreement! AND There needs to be clear destinations along the journey – destinations that represent completion of sufficient discovery for that portion of the overall journey.

Upcoming Great Demo! Public Workshops – Early September

Sharpen your saw for the Fall, Winter, and beyond! Public Workshops are perfect for individuals or small teams:
EMEA September 6-8 (Virtual)
North America September 7-9 (Virtual)

What is Lead Churn?

Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a Demo” button on a vendor’s website – and never saw a demo? How did you feel?

How Buyer Enablement is Changing Discovery – DEMOFEST Silicon Valley Presentation

Great Demo!’s Peter Cohan will be joining DEMOFEST in Palo Alto in person for this 55-minute presentation on Wednesday August 31 at 2:00 PM.

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 title, what would they be?

Demostack Road Show 1-Minute Discovery Snapshot

“The most common issue that sales teams struggle with? Discovery. Peter Cohan breaks down how to best understand the other side’s point of view.”

Two Presales in a Pod – What Is Lead Churn?

In which we explore stories of the horrors of “Lead Churn” (and some solutions).

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?

Upcoming Great Demo! Public Workshops

Sharpen your saw for the Fall!  Great Demo! Public Workshops are perfect for individuals or small teams:

Poll on Buyer Experience: Please vote!

What has been your involvement in a buying process for enterprise B-to-B software?

Great Demo! Resources Pages

Explore the wealth of tips, ideas, articles, blog posts, webinar and podcast recordings on the Resources Pages at

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:  Rescue From the Tyranny of Traditional Demos

You may be suffering from the tyranny, the terror, and the trap of traditional demos…

Could Your Demos Be Better?

Consider this a checklist and identify where you could do better…

Tell Your Prospects “It’s OK to say no…”

Most people, as prospects, don’t want to say “no” to salespeople. We are typically more comfortable to say “yes” to small commitments than to stop the process – even if we never intend to purchase.  This is a serious time-sink for both prospects and vendors!

Great Demo! and the PreSales Collective/PreSales Academy

I am sad to report that I have terminated my partnership with the Presales Academy and the Presales Collective. I do not agree with their program, their directions, or their principles.

– Peter Cohan

Lead Limbo? – Burning Presales Podcast

ow do you qualify good prospects and deal with people ‘just browsing’?

Demo Tip: Go Full Screen!

I can’t tell you how many folks presenting demos forget (or don’t know) to enter full screen mode in their browser for browser-accessed applications. I

Burning Presales Podcast – Discovering Discovery

What exactly is good discovery and why is understanding it so important?

Paul’s Practical Presales Partnering Principles – Pragmatic, Practiced, and Proven!

Great Demo!’s Paul Pearce joined Patrick Pissang for this impromptu, but extremely insightful discussion of real-life presales-sales partnering. There are some really excellent ideas here!

The Content-Free Buzzword-Compliant Vocabulary List

“Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of …

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