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People Buy From People They Trust
B2B buyers expect sales reps to understand their business, but the reality is that buyers perceive that less than 50% of reps actually do. They expect the sales rep to provide a solution, but the…
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Webinar Recording: First Call Demos and Discovery – A Surprisingly…
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…
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Presales Metrics: What Are Your Goals, Objectives and KPIs?
What Goals, Objectives, and KPIs have you established and track in your presales organization?
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Intriguing Webinar: “Change Before You Have To: Leading the Presales…
This should be an insightful discussion! Join Adam Freeman, Garin Hess, Freddy Mangum and Great Demo!’s own Peter Cohan in this conversation about life, liberty and the pursuit of positive change in presales organizations.
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Doing Discovery with Groups? Divide and Discover
Many sales and presales folks often try to gather as many prospect players together as possible for Discovery calls. This is not recommended…!
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Surprisingly Distracting Webcam Backgrounds
I was watching a webinar and noticed something surprisingly distracting… Here’s a screenshot: what happens when your eyes scan the video panes?
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New Great Demo! Certified Coaching Program
We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program for Great Demo! Workshop graduates.
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Hybrid Demo Meetings – The Challenges of Mixed Face-to-Face and…
What is the strategy for handling situations where you are face-to-face with one group of prospects and other participants are connecting remotely?
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It’s QBR Season…!
Include a session on improving your team’s demonstration skills at your upcoming QBR meeting. Insightful, interactive and thought-provoking sessions range from 20 minutes to several hours.
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“7 Habits for Stunningly Successful Demos” DEMOFEST 2020
In 7 Habits for Stunningly Successful Demos we explored data-driven best practices (as opposed to opinions!):
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OVERactive Listening
While Active Listening skills are extremely important for vendors in Discovery, demos, and related conversations, we occasionally encounter vendor reps whose responses to prospect comments can be perceived as fake and artificial. Note that we’ve…
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Some Observations – Exploring the Data in Consensus’ 2021 Sales…
Consensus graciously provided me with access to the data in their “2021 Sales Engineering and Workload Report" – here are some interesting observations.
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The Myth of the Informed Buyer
SiriusDecisions, Forrester, and others note that buyers have often completed 67% of their buying journey before engaging with live sellers. This has resulted in an assumption (by both buyers and vendors) that buyers know all…
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Automated Demo Content – Getting It Right
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
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Automated Demo Content – Webinar Recording
You’ve been asked to put together the content for an automated or recorded demo – where do you start? What should be included?
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Two PreSales in a Pod – Podcast
From the Podsters: “Episode 29 – Vision Generation Demos featuring Peter Cohan, available to stream now!
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Discovery and Demo Strategies and Tactics for Transactional Sales Cycles…
Discovery and Demo Strategies and Tactics for Transactional Sales Cycles
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Assessing Discovery Skill Levels – How Does Your Team Rate?…
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
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Is “Super” the new “Awesome”?
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Here’s a simple method to assess, based on seven levels of increasing proficiency:
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Discovery and Demos for Transactional Sales Cycles – When More…
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?…
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A New “Touch” in the New Normal
I was recently asked the following question in an interview: “While business travel appears to be opening up, it looks like working from home is going to stay with us for the foreseeable future. How…
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Seven Skills Levels for Stunningly Successful Discovery – Webinar Recording
Many sales and presales practitioners say they are skilled at doing Discovery – but are they? Where are you on this progression?
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Expansion Questions – An Essential Discovery Skill
Expansion Questions are a series of interrelated questions designed to span five of the Discovery skills levels, from uncovering pain to reengineering vision. They are a simple, yet essential skill to master in doing Discovery…
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“Let Me Close My Door” – A Discovery Story of…
What percent of your team thinks they do a good job with Discovery, but you know they don’t?”
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Demo Data – Another Angle
I’ve blogged about the need for demo data to reflect real-life problems and situations, including the ability to find and surface problems, identify opportunities, and explore exceptions. I can add one more to the list:…
