Sales and presales, in particular, are key conduits of customer needs to product teams. I’m curious: how granular, or perhaps how complete, is that communication?
Listening to Your Customers – What Do You Hear? Read More »
Once upon a time (about a week ago), a CRO, a sales leader and a presales leader reached out to me. They said their sales and presales processes were “sometimes adequate”, but there were problems they wanted to address – they felt their teams could be much more productive…
A Tale of Three Leaders – What’s YOUR Diagnosis? Read More »
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground – something that is a combination of being relatively unique yet shared.
Doing Discovery Tip: Relationship Building Read More »
In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This won’t be your standard webinar!
Webinar Recording: Anatomy of a Discovery Conversation Read More »
This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.
“Bits About Books” Interview Read More »
Great Demo!’s Peter Cohan joined the fine folks at Cuvama for this webinar on doing discovery and communicating value…
Webinar Recording – 7 Levels of Discovery Skills for Communicating Customer Value Read More »
Discovery shouldn’t be an inquisition…!
Discovery, Empathy, and Quid Pro Quo Read More »
Just browsing prospects don’t want discovery; Active buying prospects often want to be discovered…!
A Simple, Terrific Qualification Test Read More »
A number of Great Demo! Workshop graduates noted that while the Great Demo! book uses the phrase, “Do It Again”, the current term used in Workshops and communications is “Peel Back the Layers”. They asked, “Why the change?”
Do It Again? Great Demo! Methodology Evolution Read More »
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
Stunningly Awful Demos: Insufficient Customization Read More »
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