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Two Presales in a Pod – Podcast
“2022 PreSales Predictions: Check out the Two PreSales in a Pod – Podcast festive episode.”
Two Presales in a Pod – Podcast Read More »
Humor With a Bite!
Differentiating?
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
“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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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!
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Is “Super” the new “Awesome”?
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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Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now
“We brought back the Demo Guru, Peter Cohan, back for another session. Last time Peter blew our minds and completely changed our approach to speaker switches (76 seconds, come on!). We talked about how in this session. What about discovery though?
Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available Now Read More »
Sales Burrito – Podcast Available Now
Peter Cohan joined David Siles and Enrique Barreto (rrrrrroll the “r”, please) to discuss demos, forms of proof, Vision Generation, Lunch and Learn sessions, web demos tips, and sundry other burrito fillings and toppings. Delicious!
Sales Burrito – Podcast Available Now Read More »
Demo Horror Stories – Friday Fun Podcast
I joined the fine folks at “Tripping Over the Barrel” to explore life, liberty, and the pursuit of demo horror stories. We discussed best and worst demo practices, richly illustrated with a delightful selection of horror stories…
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Stunningly Awful Web “Overview” Demos – The Gruesome Anatomy of a Traditional 1-Hour Web Overview Demonstration – And Some Solutions
In which we identify a number of common challenges with “overview” demos – and offer solutions.
[Warning – graphic and potentially painful content ahead…!]
Stunningly Awful Demos – The 2020 Great Demo! Top Ten List of What NOT to Do
Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. We recommend that you avoid doing these things!
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