Vision Generation Topics

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.

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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?

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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.

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“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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Automated Demo Content – Webinar Recording

You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?

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Two PreSales in a Pod – Podcast

From the Podsters:
“Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!

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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

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Discovery and Demos for Transactional Sales Cycles – When More Must Be Less (And Less More)

Is it possible to complete an introduction, engage with a Vision Generation Demo, segue into a Discovery conversation, deliver a brief Technical Proof Demo, and execute a soft close in a 45- or 60-minute call?

Yes!

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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.

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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?

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