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Two PreSales in a Pod – Podcast
From the Podsters: “Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!
Two Presales in a Pod – Podcast
"2022 PreSales Predictions: Check out the Two PreSales in a Pod - Podcast festive episode."
Two Presales in a Pod – Digging into Discovery
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this ...
Two Presales in a Pod – What Is Lead Churn?
In which we explore stories of the horrors of “Lead Churn” (and some solutions).
True Story: Even an Executive Can Run It!
He did indeed touch type: He just used two fingers. “Simplicity is the ultimate sophistication” – Leonardo da Vinci I once worked ...
Transition Vision – A Competitive Differentiator
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over ...
Traditional Demos Are Easy, But…
Traditional demos are easy, but often don’t achieve the desired objectives. Great Demo! demos take more work but yield terrific results!
Trade-Show Demonstrations – Using the “Menu Approach”
I both love and hate doing demonstrations at trade shows. They are wonderful because of the opportunity to interact with so many customers. They are ...
Trade-Show Best Practices
Here are a handful of practices to improve interactions (and lead generation) at trade-shows, conferences and expositions...
Top Twelve 2022 Great Demo! & Doing Discovery Posts
ere are the top twelve Great Demo! & Doing Discovery posts from 2022 chosen by you, discerning audience. Enjoy!
Too Easy?
When you find you repeat the same, exact process over and over and over, you should consider automating it. “The first rule of ...
Too Complicated – A Demo Horror Story
Note – this story is a sample from the freshly released Third Edition of Great Demo! Too Complicated – A Demo Horror Story ...
Too Complex – A True Demo Disaster Story
Here’s the true story of how a demo directly resulted in the loss of $245,000 from an order. It’s also a stunning example of why ...
Time Management Tip
Block 15 minutes BETWEEN calls to give you time to clean up from the previous call and prep for the next…!
Time Machines!
Save yourself years! These books (and corresponding Workshops) are time machines, compressing decades of learning, experimentation, improvement, and evolution into a few hours. You ...
Thursday Webinar: Seven Levels of Stunningly Successful Discovery
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” – Head of Sales of an extraordinarily ...
Three Thoughts on a Tuesday Morning
I rarely learn while I’m talking… Knowledge is finite, ignorance infinite! Some people are wise, but not decisive; some people are decisive, ...
Thousands of Websites Offer “Book a Demo” – Should Another Option Be “Book a Conversation”?
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live ...
This Is NOT Enough!
The majority of “discovery” calls that I’ve heard look and sound something like this: 0:00 Intro (generally only about the vendor reps) 0:03 “Rapport ...
THIS Is a Good Discovery Call!
(Compare this one with the poor discovery call posted previously.) But before you read further, examine the Gong recording – the call was ~55 ...
Thinking About Your SKO?
W. Edwards Deming said, “Every system is perfectly designed to get the results it gets.” Are you unhappy with your sales-stage conversion rates? Are ...
The Zoom Scan – What It Is, Why It Is Important, and How to Do It
We now need to translate our Face-to-Face Scan to web meetings…! So, here are some simple guidelines for developing your personal Zoom Scan (or WebEx ...
The Three “Whys” and Discovery
In Chip and Dan Heath’s fabulous book Made to Stick, they describe using the “Three Whys” to uncover the emotional core of an idea. ...
The Terrible Tabs Death March – A Sales Prevention Team True Story!
“The happiness of most people is not ruined by great catastrophes or fatal errors, but by the repetition of slowly destructive little things.” – ...
The System Is a Bit Slow Right Now…
Dealing with software disasters can cause frustration, fear, and panic, and sometimes surprising elegance. “Programming today is a race between software engineers striving ...
The Surprising Road(s) to Demo and Presales Mastery
This article explores the road(s) towards demo and presales mastery – and may change your perceptions whether you are experienced or new to the discipline.
The Single Biggest Problem with Communication…
“The single biggest problem with communication is the illusion that it has taken place.” – George Bernard Shaw