What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?
Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and Remote Audiences Read More »
Acting Tips for Connecting On-Camera focused on:
– The secret to “being natural” on-camera
– How to create eye contact with your customer
– Why certain movements and gestures don’t work on-camera
– How to incorporate video into your demo
And more!
“Acting Tips for Connecting On-Camera” DEMOFEST Presentation Read More »
Include a session on improving your team’s demonstration skills at your upcoming QBR meeting. Insightful, interactive and thought-provoking sessions range from 20 minutes to several hours.
Great Demo!’s Peter Cohan joined Demodesk’s CEO Veronika Riederle for a two-part interview, exploring “How has the Discovery process changed with COVID?” and the new concept of Ignition Demos.
The New Normal of B2B SaaS Sales – Webinar Recordings Read More »
In 7 Habits for Stunningly Successful Demos we explored data-driven best practices (as opposed to opinions!):
“7 Habits for Stunningly Successful Demos” DEMOFEST 2020 Read More »
Peter Cohan joined John Care and Don Carmichael when the fine folks at Consensus convened this panel in a “Scaling Presales Effectiveness” webinar.
“Scaling Presales Effectiveness” Read More »
While Active Listening skills are extremely important for vendors in Discovery, demos, and related conversations, we occasionally encounter vendor reps whose responses to prospect comments can be perceived as fake and artificial. Note that we’ve seen this behavior from presales and customer success folks as well as salespeople!
OVERactive Listening Read More »
Consensus graciously provided me with access to the data in their “2021 Sales Engineering and Workload Report” – here are some interesting observations.
SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an assumption (by both buyers and vendors) that buyers know all about vendor offerings before any buyer-seller conversations take place.
This is incorrect!
The Myth of the Informed Buyer Read More »
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Getting It Right Read More »
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