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Discovery and Demo Strategies and Tactics for Transactional Sales Cycles DEMOFEST Presentation
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
Marketing Topics
A New “Touch” in the New Normal
I was recently asked the following question in an interview:
“While business travel appears to be opening up, it looks like working from home is going to stay with us for the foreseeable future. How should executives gear up to the changing times?”
A New “Touch” in the New Normal Read More »
The Ignition Demo: A Conversation with Peter Cohan – Podcast
I joined Randy Frank of Navattic to explore the “Ignition Demo”, the spark needed to engage early stage prospects in the buying journey.
The Ignition Demo: A Conversation with Peter Cohan – Podcast Read More »
Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters – and Its Impact on Presales, Sales and Customer Success
Here’s a novel idea: Front-load your pipeline with prospects that are most likely to succeed!
Demo-Ready Lead?
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready Lead”?
Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
Expansion and Renewal Demos Read More »
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business?
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
What Percent of Your Demos Are for New vs. Renewal vs. Expansion Business? Read More »
Lunch and Learn Demos
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
Lunch and Learn Demos Read More »
Presales Collective Webinar Recording – The Competitive Play: Why, When, and How
As presales professionals we deal with competition daily. Join presales veterans Peter Cohan, Nidhi Shah, and Marjorie Abdelkrime as they shared stories and provided insights on how you can better manage (and outflank) your competition:
Presales Collective Webinar Recording – The Competitive Play: Why, When, and How Read More »
Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use
Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer Success Read More »