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What is Lead Churn?
Have you ever reached out to a vendor to learn about an offering – and been refused? Have you ever clicked the “Book a Demo” button on a vendor’s website – and never saw a demo? How did you feel?
Vision Generation Topics
Vision Generation Demo Challenge
If you had only 4 minutes with a prospect and had to choose only 3 screens to show from your software for a particular job title, what would they be?
Two Presales in a Pod – What Is Lead Churn?
In which we explore stories of the horrors of “Lead Churn” (and some solutions).
Lead Limbo? – Burning Presales Podcast
ow do you qualify good prospects and deal with people ‘just browsing’?
Upcoming Webinar: Are You Using No-touch, Low-touch, and Ignition Demos to Your Advantage?
Ignoring passive “just browsing” buyers may cause you to jeopardize tomorrow’s prospects…
“Bits About Books” Interview
This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.
Dealing with “Just Show Me a Demo”? Here Are 7 (Gentle, But Firm) Methods to Move into a Discovery Conversation…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. But how do we convince prospects to make this change?
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.
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?
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.