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‘Twas the Night Before the Big Demo
‘Twas the night ‘fore the demo and all through the house Not a creature was stirring, ‘cept my SE and his mouse;
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“Thank You for Your Time…” Alternative
Many vendors offer the phrase, “Thank you for your time…” when starting or completing a meeting with a customer, often adding “I know your time is valuable…” This is courteous, but positions the vendor beneath…
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Demo-Ready Lead?
Many organizations have a definition of a “Sales Ready Lead” to differentiate from comparatively unqualified leads – and to help streamline sales processes. How many of you have generated a clear definition of a “Demo-Ready…
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Podcast Recording: A Perfect Demo Environment
How do you suspend disbelief?
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Use Chat for Your Demo Questions “Parking Lot” in Zoom…
In addition to the possibility of using a Word or Google document as a “parking lot” for managing questions in your web-delivered demonstrations, another elegant option is to use the Chat dialog...
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The Great Demo! 2020 Articles Index
There are currently well over 75 articles in our articles page – here’s a handy index to help you find specific topics and explore others. Enjoy!
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Great Demo! “Book Club” Mini-Workshops
“You cannot have a conversation with a book…!”
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Expansion and Renewal Demos
“Land and Expand” is the major sales strategy for many software companies and great attention is focused on customer acquisition and on corresponding demos. But what about securing renewals and expanding your footprint?
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Webinar Recording: How to Deliver an Exceptional Remote Demo –…
Great Demo!’s Peter Cohan gave a mini-clinic for AnnexQ’s Jeremy Mendoza, walking Jeremy through creating a Situation Slide for his offering and developing a companion Illustration – this is a terrific introduction to several key…
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What Percent of Your Demos Are for New vs. Renewal…
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
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The Advantages of Being the Incumbent Vendor – And Its…
Let’s explore some of the advantages enjoyed by being the incumbent vendor and how you can leverage this position for renewals and expansion sales, while holding your competition at bay.
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Digital Wildcatters’ “Tripping Over the Barrel” Series – Podcast Available…
“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…
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Sales Burrito – Podcast Available Now
Peter Cohan joined David Siles and Enrique Barreto (rrrrrroll the “r”, please) to discuss demos, forms of proof, Vision Generation, Lunch and Learn sessions, web demos tips, and sundry other burrito fillings and toppings. Delicious!
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Why Your Discovery Calls Are Hurting Your Sales
“I hate to break it to you, but your discovery calls might actually be hurting your sales..."
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Lunch and Learn Demos
Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.
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Presales Collective Webinar Recording – The Competitive Play: Why, When,…
As presales professionals we deal with competition daily. Join presales veterans Peter Cohan, Nidhi Shah, and Marjorie Abdelkrime as they shared stories and provided insights on how you can better manage (and outflank) your competition:
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Why DID They Buy? – Fabulous Fuel for Sales, Presales…
Here’s a novel idea: Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use
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Subtle, But Important “Solution” Suggestion
I frequently hear vendors talk about “your current solution…”
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Demo “Storylines”: The Journey, The Destination, or Both
Many software vendors talk about “The Journey” or “The Customer’s Journey” as a storyline for their demos. We need to ask ourselves, however, what is important to the customer?
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The Zoom Scan – What It Is, Why It Is…
We now need to translate our Face-to-Face Scan to web meetings…! So, here are some simple guidelines for developing your personal Zoom Scan (or WebEx Scan etc.):
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Let’s Talk About Empathy…
Many, many folks have commented that having empathy is critical to connecting in the current COVID environment. However, just saying “you must have empathy” isn’t sufficient…!
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Handy Zoom Tool in PowerPoint
PowerPoint has a very useful but rarely used zoom/magnify tool in Slideshow mode (in PowerPoint 365 for Windows only, sorry Macintosh folks…). It works as follows:
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More Presales Tools!
Here are two more tools to explore. Success is a dream-come-true for managing POC’s; Jiminny is another call-recording analysis/coaching tool with a focus on the practitioner first.
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Ignition Demos – A Rather Huge Unmet Need and Opportunity
Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.
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Using Analogies and Metaphors in Presales – Podcast
“On the PreSales Podcast, James Kaikis and Peter Cohan connect on the topic "Analogies and Metaphors in PreSales”.
