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Two Presales in a Pod – What Is Lead Churn?
In which we explore stories of the horrors of “Lead Churn” (and some solutions).
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What Do You Think About This Approach?
Here’s an email I received recently (slightly redacted to protect identities) – what do you think about this approach to offering a demo?
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Upcoming Great Demo! Public Workshops
Sharpen your saw for the Fall! Great Demo! Public Workshops are perfect for individuals or small teams:
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Poll on Buyer Experience: Please vote!
What has been your involvement in a buying process for enterprise B-to-B software?
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Great Demo! Resources Pages
Explore the wealth of tips, ideas, articles, blog posts, webinar and podcast recordings on the Resources Pages at https://GreatDemo.com.
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Webinar Recording: Storytelling and Demos
What makes an engaging story? How do you use stories in your demos in a way that connects to your audience?
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Webinar Recording: Rescue From the Tyranny of Traditional Demos
You may be suffering from the tyranny, the terror, and the trap of traditional demos...
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Could Your Demos Be Better?
Consider this a checklist and identify where you could do better...
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Tell Your Prospects “It’s OK to say no…”
Most people, as prospects, don’t want to say “no” to salespeople. We are typically more comfortable to say “yes” to small commitments than to stop the process – even if we never intend to purchase. …
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Great Demo! and the PreSales Collective/PreSales Academy
I am sad to report that I have terminated my partnership with the Presales Academy and the Presales Collective. I do not agree with their program, their directions, or their principles. - Peter Cohan
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Lead Limbo? – Burning Presales Podcast
ow do you qualify good prospects and deal with people 'just browsing'?
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Demo Tip: Go Full Screen!
I can’t tell you how many folks presenting demos forget (or don’t know) to enter full screen mode in their browser for browser-accessed applications. I
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Burning Presales Podcast – Discovering Discovery
What exactly is good discovery and why is understanding it so important?
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Paul’s Practical Presales Partnering Principles – Pragmatic, Practiced, and Proven!
Great Demo!’s Paul Pearce joined Patrick Pissang for this impromptu, but extremely insightful discussion of real-life presales-sales partnering. There are some really excellent ideas here!
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The Content-Free Buzzword-Compliant Vocabulary List
“Our powerful software is flexible, intuitive, easy-to-use and integrates seamlessly with your other tools. Robust and scalable, your organization can enjoy the benefits of our best-of-breed world-class offering.” How many times have you heard these…
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Upcoming Webinar: A Perfect Demo Environment – Revealed!
We’ll be exploring: Stop Apologizing, Include Problems, Don't Call It a Demo, Personalize, Customize!
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Upcoming Webinar: Are You Using No-touch, Low-touch, and Ignition Demos…
Ignoring passive “just browsing” buyers may cause you to jeopardize tomorrow’s prospects...
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DEMOFEST 2022 Sessions Recordings – Full Access
Good news! The fine folks at Consensus have made all of the DEMOFEST sessions easily accessible here, whether you registered previously or not.
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Possible Presales Job Titles of the Future (and Some Current)
Here are a handful of presales job titles and functions that we might expect to see in the future...
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Presales: Moving from Renaissance to Enlightenment
We are moving into an Age of Presales Enlightenment, where decisions are based on real data.
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Upcoming Great Demo! Public Workshops
Take advantage of the typical summer business slow-down to sharpen your saw!
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Listening to Your Customers – What Do You Hear?
Sales and presales, in particular, are key conduits of customer needs to product teams. I’m curious: how granular, or perhaps how complete, is that communication?
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The Significant Failure of Selling in Modern Demos
The Tell, Show, Tell approach has served the industry well for years and has helped many presales consultants improve their ability to tell stories and connect with buyers. However, when we consider new research from…
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Rescue – From the Tyranny of Traditional Demos
Throw off the shackles of the old traditional approach. Embrace this new, delightfully effective approach to creating and delivering demos.
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Epic Demo Fail
This type of fail has a name – does anyone know what it is called?
