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ES Great Demo!
Our Popular Books
Great Demo! - 3rd Edition
Peter E. Cohan
Many presales, sales, marketing, and customer success practitioners say they are skilled at doing demos – but are they?
A head of presales commented, “They don’t know what they don’t know…! 50% of our sales opportunities end in ‘No Decision’ and 30% of our demos are just pure waste. We must move from our traditional approaches to a validated, proven methodology that succeeds…!”
Assess where your team is on these ten levels of proficiency:
- Level 1: Follows the standard demo script
- Level 2: Customizes based on the prospect’s industry
- Level 3: Customizes based on the discovery information uncovered
- Level 4: Communicates tangible business value
- Level 5: Applies both Vision Generation and Technical Proof demos
- Level 6: Manages and explores prospect questions
- Level 7: Uses Biased Questions to outflank competition and reengineer vision
- Level 8: Applies storytelling techniques to reinforce key ideas
- Level 9: Applies these skills to the broad range of demo scenarios required
- Level 10: Captures and reuses demo success scenarios, and integrates, aligns, and leverages the skills above into a cohesive demonstration methodology
Organizations that reach Level 4 enjoy substantial competitive advantages vs their peers, those at Level 7 gain critical differentiation, and teams at Level 10 experience remarkable scaling and amplification rewards.
Consuming and performing the exercises in this book has proven to transform individuals, teams, and organizations from undifferentiated vendors into high-performing experts who truly enable buyers, resulting in mutually successful outcomes that win more deals, generate higher levels of revenue more efficiently, and create happier customers.
Over 39,500 copies of Great Demo! have been purchased to-date, including over 500 copies of the Third Edition!
Great Demo! Third Edition is available in paperback, Kindle, and Audiobook formats.
Contact Us for Volume Purchases!
Doing Discovery
Peter E. Cohan
Where do you stand with your discovery skills?
- Level 1: Uncovers statements of pain
- Level 2: Uncovers pain and explores more deeply
- Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact
- Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies
- Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision
- Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios
- Level 7: Integrates and aligns the skills above into a cohesive discovery methodology
And, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”
Reading and following the exercises in Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.
There are now over 3800 copies purchased, including over 700 Audiobooks. Advantage goes to the early adopter!
Doing Discovery is available in paperback, Kindle, and Audiobook formats.
Contact Us for Volume Purchases!
Look Me In the Eye
Julie Hansen
2021 Top Sales Book, Gold Medal Winner
Envision a virtual meeting that feels as if you’re sitting across from someone having a cup of coffee. Impossible? Not anymore.
Look Me In the Eye reveals how actors, television reporters, and digital influencers build personal relationships through the screen—and how to apply these same skills to your virtual meetings, video calls, or recordings!
Many relationships never progress past “you’re on mute.” Why? Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera’s constraints and communicate with greater influence, credibility, and engagement.
Whether you’re a salesperson, a business leader, or an entrepreneur, this ground-breaking guide offers a year’s worth of unique and practical tips and exercises for creating a near in-person experience in a virtual or hybrid world.
For example, you’ll learn:
- How to establish a personal connection with one person or one thousand on video
- When you absolutely, positively must look at the camera (and when it’s OK to sneak a peek!)
- How to avoid Resting Business Face and other self-sabotaging virtual behaviors
- A simple acting technique for connecting with those not on video
- How to read body language, present content, and manage tools—while staying engaged with your audience
Scroll up and start connecting today!
To find out more about Great Demo!
and how we can improve the performance of your company, contact us today — one of our team will be more than happy to speak with you.
Testimonials
Storytelling isn’t an art, it’s a science — and we teach it. With poorly structured demos being one of the main reasons that sales fail, we’ll teach you how to keep your customers engaged so that your
Tamir Gotfried
Chief Commercial Officer - Tytocare
Great Demo! sets the standard for how to communicate value, frame a conversation, and craft an effective story. It focuses on what a customer truly needs as opposed to what you think they need. It pivots the demo to a compelling story that has relevance and shows the client a vision of what is possible. That is why I have standardized on the Great Demo! and brought it into several organizations. The results speak for themselves. Shorter sales cycle times, shorter to no proof of concepts, and larger deals generated through focused conversations and discovery.
Greg Peters
Chief Commercial Officer - Incorta
There are things you learn in life, things you are taught that are so relevant and so impactful that they stick with you for a lifetime. For me, ‘Great Demo!’ is not only about creating engaging demos, it’s a masterclass in ‘reverse chronology’ storytelling.
Alex Watson
Director of Solution Consulting, Sage UKI Medium Business - Sage UKI
Chris Cathers
Sales Director - Swimlane
