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Why Many Discovery Calls Go Wrong (And the Vendor Doesn’t…
What’s the tangible difference between a conversation and an inquisition? Give and take. It’s the give portion that’s missing from so many discovery conversations!
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Doing Discovery – Now Over 1000 Copies
Well over 1000 copies of Doing Discovery have been purchased in the past couple of months, including over 100 Audiobooks, and we’re hearing positive feedback from those who have begun to put the ideas into…
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A Terrible Tabs Demo Death March
I was watching a demo recently where the presenter executed one of the longest Terrible Tabs Demo Death Marches I’ve seen. No fewer than 11 (eleven!) tabs were explored, one after another after another after…
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Webinar Recording: Create Deal Velocity with Vision Generation Demos!
An underutilized and remarkably effective technique, Vision Generation Demos have proven to be the crisp cure for stunningly awful Harbor Tours, cutting to the chase and saving tremendous time for both vendors and prospects.
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Product Names in Demos?
As an interesting test, I asked 5 colleagues to watch the same demo. Once each had completed viewing it, I asked two questions...
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Presenting Software – Taking a Page from Restaurant Waiters’ Playbook
Notice how waiters in mediocre restaurants serve dishes: they simply ask, “Who had the linguini?” and plonk! – a plate of pasta plops down in front of you and the waiter disappears. Now consider how…
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Presales – Please Complete Consensus’ Survey (You’ll Be Glad You…
Participating in this survey is a terrific investment in yourself and your team...
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What You Are Looking at Here Is…
Nearly all people presenting demos show screens of their software. Very few bring those screens alive!
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SKO Topic That SWINGS the Needle?
Looking for something that not only “moves the needle” but swings it into a whole new category? It is time to uplevel the team’s discovery skills!
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Stunningly Awful Discovery and Demos Viewed as an Appalling Dining…
As you read this story, contemplate how it maps to traditional ineffective and inadequate discovery and demos. Imagine that you and four colleagues are a bit hungry and decide to have a bite...
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Typical Discovery?
What could possibly go wrong?
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Great Demo! Newsletter?
Published every two weeks: tips, updates on Great Demo! webinars, podcasts and other events, access to recordings, info on new cool tools, Public Workshops, links to our most recent articles and more. What an easy…
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How Are Sales Demos Different from Training?
In both cases, you are asking people to change. Accordingly, you can apply many of the key Great Demo! concepts to both sales demos and training.
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Upcoming Great Demo! Public Workshops
Sharpen your saw for the Fall, Winter, and beyond! Public Workshops are perfect for individuals or small teams:
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Doing Discovery Book Now Fully Available – Paperback, Audiobook, and…
We are delighted to announce the full launch of Peter Cohan's new book Doing Discovery, providing a methodology for a structured approach to doing discovery for B-to-B software. Doing Discovery is available in paperback, Audiobook,…
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A Demo Horror Story – Snatching Defeat from the Jaws…
“This story could be called, ‘The Sales Prevention Team’!” he commented ruefully. The Workshop participants and I all leaned forward to listen…
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Traditional Demos Are Easy, But…
Traditional demos are easy, but often don’t achieve the desired objectives. Great Demo! demos take more work but yield terrific results!
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Upcoming Webinar – How Buyer Enablement is Changing Discovery
How many of us have actually purchased enterprise software? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? What…
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Gondola.ai Discovery Video Interview
You’ll note that the conversation includes many of the key discovery elements introduced in Doing Discovery. You can find this 27-minute interview here!
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Bits About Books – Doing Discovery Interview
“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of Software Sales and Buyer Enablement Processes. The episode is now…
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Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right?…
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Only 16% of You…
Only 16% of You…
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Upcoming Webinar – The Science of Doing Discovery
Great Demo!'s Peter Cohan will be joining the fine folks at Demoleap to discuss more about the Doing Discovery methodology, and how Demoleap helps to support a structured, consistent approach:
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Discovery Is a Journey – But with Major Destinations
Many people note, correctly, that “discovery is a journey” and that “discovery should be ongoing…” I’m in violent agreement! AND There needs to be clear destinations along the journey – destinations that represent completion of…
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Upcoming Great Demo! Public Workshops – Early September
Sharpen your saw for the Fall, Winter, and beyond! Public Workshops are perfect for individuals or small teams: EMEA September 6-8 (Virtual) North America September 7-9 (Virtual)
