“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 »
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
Lunch and Learn Demos Read More »
Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.
Ignition Demos – A Rather Huge Unmet Need and Opportunity Read More »
How often do you think prospects come to your website simply to explore “what’s out there?”
Another Type of Demo? Read More »
Yes, Great Demo! practices are equally important and applicable for folks in Customer Success.
Software Demo Considerations for Customer Success Teams – Podcast Read More »
Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live demo?
Buyers want experts. In today’s world of product-led sales there has never been a bigger opportunity or risk in leveraging the presales team. The companies who can use their technology to tell a captivating story, while understanding the technical selling patterns that lead to deals, will simply grow faster than their peers.
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?
The wonderful thing about “toolkit” software offerings is that they can do so many things – the challenge is that the customer often doesn’t know what’s possible – they have no vision of a solution…
A Story of LEGOs and Demos Read More »
What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business challenge is possible – and to enable a Discovery conversation to take place.
Vision Generation Demos Read More »
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