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Our Popular Books
Great Demo! - 3rd Edition
Peter E. Cohan
“A Masterpiece of Modern Presales Wisdom”
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 41,000 copies of Great Demo! have been purchased to-date, including over 1,700 copies of the new Third Edition!
Great Demo! Third Edition is available in paperback, Kindle, and Audiobook formats.
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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 5,400 copies purchased, including over 1,100 Audiobooks. Advantage goes to the early adopter!
Doing Discovery is available in paperback, Kindle, and Audiobook formats.
Doing Discovery Edizione Italiana is also available here in Kindle format. Godere!
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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
