EN 
ES 
Illustrations: Doing the Last Thing First!
Illustrations: Doing the Last Thing First An Advanced Never Stop Learning! Article “Wow!” exclaimed the CRO, “You really nailed it. That’s exactly what
Illustrations: Doing the Last Thing First! Read More »
Great Demo! Resources
What Did You Learn in the Past Year That You Didn’t Know Before?
How about the last two years? Five years? Ten years? Fifteen, twenty, or more? Imagine tapping into that learning, that knowledge, that wisdom, saving
What Did You Learn in the Past Year That You Didn’t Know Before? Read More »
The Power of “You” In Demos
It’s You Not We Who can solve your customers’ problems? Is it you, your customers, or both? It may seem like it should be
The Power of “You” In Demos Read More »
Demologue Podcast – Discovery, Menus, Automated Demos and More!
I joined the fine folks at Demoboost for this 30-minute informative discussion: “This one’s special! ✨ Peter Cohan has been an inspiration to us
Demologue Podcast – Discovery, Menus, Automated Demos and More! Read More »
Are You in Software Presales or Sales? We Need Your Insights!
The fine folks at Saleo are running an important survey of sales and presales demo practices: Please provide your input! Here’s their description: “We’re
Are You in Software Presales or Sales? We Need Your Insights! Read More »
Hey Presales and Sales! Which of These Don’t You Know But Should?
Test yourself! Do you know: What are Expansion Questions? What are Ranging Probes? What are Biased Questions? What is quid pro quo in discovery?
Hey Presales and Sales! Which of These Don’t You Know But Should? Read More »
Situation Slides: A Swiss Army Knife for Sales and Presales
“It’s a floor wax and a dessert topping…!” – Saturday Night Live, January 10, 1976 “Let’s see,” I wondered, “What are the various tools
Situation Slides: A Swiss Army Knife for Sales and Presales Read More »
Demo Dynamics: 10 Sales Lessons from the World of Dating
Delivering a winning demo? It’s a lot like dating. You’re trying to spark interest, build rapport, and ultimately inspire commitment. But as in dating,
Demo Dynamics: 10 Sales Lessons from the World of Dating Read More »
Could Your Demos Be Better? (Part 2!)
Which of these do you (or your team) suffer from? You don’t customize the data to match your prospect’s industry/vertical Your data time-series, action
Could Your Demos Be Better? (Part 2!) Read More »
Could Your Demos Be Better?
Which of these do you (or your team) suffer from? You didn’t do any discovery You did qualification, but not discovery You have no
Could Your Demos Be Better? Read More »