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A Simple, Terrific Qualification Test
Just browsing prospects don’t want discovery; Active buying prospects often want to be discovered…!
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Doing Discovery
Do It Again? Great Demo! Methodology Evolution
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?”
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Stunningly Awful Demos: Insufficient Customization
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
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A Dinner Party as an Analogy for Discovery
You’ve invited a large number of friends and colleagues over for a dinner party – how do you prepare? The process the Party Planner follows and questions asked provide a surprisingly good example for doing discovery in a software sales process.
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Webinar Recording: First Call Demos and Discovery – A Surprisingly Effective Approach
How do you satisfy your prospect’s desire to see a demo without inflicting them with a Harbor Tour? How can you move them (gently, but firmly) into a discovery conversation in the same call? Is it possible to do both and even offer a reasonable focused demo as well?
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Doing Discovery with Groups? Divide and Discover
Many sales and presales folks often try to gather as many prospect players together as possible for Discovery calls. This is not recommended…!
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The New Normal of B2B SaaS Sales – Webinar Recordings
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.
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“Scaling Presales Effectiveness”
Peter Cohan joined John Care and Don Carmichael when the fine folks at Consensus convened this panel in a “Scaling Presales Effectiveness” webinar.
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Assessing Discovery Skill Levels – How Does Your Team Rate? (Updated and Expanded…)
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
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Discovery and Demos for Transactional Sales Cycles – When More Must Be Less (And Less More)
Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and execute a soft close in a 45- or 60-minute call?
Yes!