ES 
EN GREAT DEMO!
Blog
Why Specific Value Numbers Are MUCH More Compelling Than Platitudes
Compare the following exchanges: Scenario One: “If you use our product, you’ll save time and money…!” offers the vendor rep. “Blah blah blah blah ...
In Your Demos, When You Say “If…”
In your demos, when you say “if,” you are making a major error! When you say “If,” you are creating a branched pathway that ...
Planning an SKO But Can’t Afford $1000s for a Speaker?
Here’s a surprisingly effective alternative for $20-$60 per participant: Provide your team with copies of Great Demo!, Doing Discovery, and/or Suspending Disbelief! Sowing these ...
Aligning Your Communication of Value
“And if you use our tool,” said the salesperson, “you’ll save millions every year!” The response from the prospect team was indifferent, even quietly ...
I Have to Point This Out…!
Be aware of how you point in your face-to-face demos – you may not realize what you are communicating! On a Mediterranean island, I ...
SKOs, Volume Discounts, Book Club Support?
Signed copies for your SKO? Yes! Volume discounts? Yes! Book club support? Yes! Signed copies of Great Demo!, Doing Discovery, or Suspending Disbelief books are a great ...
What’s a Good Story?
Are You Telling Stories or Just Reciting Facts? Part 2: What’s a Good Story? “You need a search capability, we provide that capability ...
When I Hear People Talking about Their Gold Demo, I Cringe!
When I hear people talking about their gold demo, or bronze demo, or any other form of single “standard” demo, I cringe! Why? Because ...
“The Culture Map” – A Brain-Expanding Book!
I’m pretty well traveled and have been in customer-facing roles across the U.S., the UK, Continental Europe, Russia, parts of Asia and Latin America, ...
“I finally had a chance to read Suspending Disbelief by Peter Cohan and let me tell you, it’s 🔥”
“I thought I’d skim a story or two… but I couldn’t put it down.” “🚀 Just finished Suspending Disbelief by Peter Cohan… and it’s ...
Are You Telling Stories or Just Reciting Facts?
What’s the difference? Great stories get remembered and retold; Facts, on their own, just fade away and disappear! I first heard this ...
Intriguing Insights into RFPs and Scripted Demos
“There are two winners in every deal: the person who wins the deal and the first person out of it.” – Patrick McLoughlin What’s ...
AI Is Changing PROSPECT Expectations!
AI isn’t just impacting vendors; it’s also driving changes on the buyers’ side of the equation. For example, prospects today expect that vendors will ...
What is Situational Fluency?
“Situational fluency is the ability to accurately read and adapt to a specific situation, including understanding and responding to the needs and preferences of those ...
What Did You Learn…?
What did you learn yesterday? What are you learning today? What will you learn tomorrow? Want some tasty bitesize learning morsels? Sample our Blog ...
Type Two Fun and Storytelling
Of course, everyone knows the three types of fun: Type One Fun: It was fun while it was happening, and it is fun to ...
Whose Value Numbers Are Most Believable?
Whose value numbers are most believable? The vendor’s numbers? Hardly! Industry numbers? Believable, but generally not sufficiently specific. Other similar customers? Much better… Your ...
Using Storytelling in New and Unexpected Ways!
Storytelling is used today in many customer-facing interactions including introductory calls, discovery, demos, and in some tactical portions of those conversations, such as handling ...
Cuadro abreviado de traducciones culturales
Cuando se le muestra una nueva función de software... Un estadounidense dirá: "¡Vaya, es impresionante!". Un alemán dirá: "Ja, bueno, es adecuado". Y...
"¿Le guiamos por nuestra demo?"
¿Por qué la gente siempre me ofrece una demostración de su software? Francamente, ¡preferiría correr! "Caminar" implica un proceso largo, detallado, ...
¿Demostración o demolición?
Sólo hay unas pocas letras de diferencia entre una demostración y una demolición. Los enfoques tradicionales demuelen las demostraciones: Guardando lo mejor para el final Mostrando cómo ...
¿Qué es la pirámide DIKW, por qué es importante y cuál es su posición?
Data Information Knowledge Wisdom "La pirámide DIKW es un marco para transformar los datos brutos en sabiduría procesable a través de cuatro etapas progresivas: Los datos, la ...
¿Qué es una historia? ¿Qué es una buena historia? ¿Qué es una gran historia?
Articular el dolor, seguido de algunas características, y luego una declaración de valor no es una historia convincente: es simplemente una ventaja o beneficio ...
"¡Conseguí el trabajo!"
"Conseguí el trabajo", dijo triunfante. Utilicé las historias de 'Suspending Disbelief' para responder a las preguntas del entrevistador, y después de...
La importante diferencia entre los síntomas y un diagnóstico correcto a la hora de hacer un descubrimiento
El dolor suele ser un síntoma de un problema mayor: un problema empresarial crítico. He aquí una historia real que me contaron hace poco: Un amigo se quejaba...
Tres reflexiones para un martes por la mañana
Rara vez aprendo mientras hablo... ¡El conocimiento es finito, la ignorancia infinita! Algunas personas son sabias, pero no decisivas; algunas personas son decisivas, ...
¡La primera demostración aprovecha el efecto de anclaje!
El efecto de anclaje se aplica tanto a las imágenes como a los contenidos escritos o hablados. La primera versión de una solución que ve un cliente potencial sesga...