How to Rake Your Way into the Future of Presales

Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it may feel like somewhat of a recognizable phenomenon. The comfort of a steady normal has been fading in this field since the millennium and it looks like the latest turn of events will determine a different ball game yet again.

How to Rake Your Way into the Future of Presales Read More »

New Great Demo! Certified Coaching Program

We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program for Great Demo! Workshop graduates.

New Great Demo! Certified Coaching Program Read More »

Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and Remote Audiences

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 »

Dramatically Increase Interaction in Virtual Demos DEMOFEST Presentation

Virtual audiences are notoriously passive during demos. Blank faces stare back at you. Your questions go unanswered. As an SE, hearing only your own voice is painful and rarely leads to a successful outcome. In this session you’ll learn subtle shifts and hard tactics that encourage greater customer interaction and engagement in your virtual demos.

Dramatically Increase Interaction in Virtual Demos DEMOFEST Presentation Read More »

“Acting Tips for Connecting On-Camera” DEMOFEST Presentation

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 »

“7 Habits for Stunningly Successful Demos” DEMOFEST 2020

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 »

“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.

“Scaling Presales Effectiveness” Read More »

OVERactive Listening

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 »

Some Observations – Exploring the Data in Consensus’ 2021 Sales Engineering and Workload Report

Consensus graciously provided me with access to the data in their “2021 Sales Engineering and Workload Report” – here are some interesting observations.

Some Observations – Exploring the Data in Consensus’ 2021 Sales Engineering and Workload Report Read More »

The Myth of the Informed Buyer

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 »