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?
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 »
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?
Webinar Recording: First Call Demos and Discovery – A Surprisingly Effective Approach Read More »
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.
The New Normal of B2B SaaS Sales – Webinar Recordings Read More »
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 »
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
Automated Demo Content – Webinar Recording Read More »
From the Podsters:
“Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!
Two PreSales in a Pod – Podcast Read More »
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
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!
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 »
EN EN 
ES
