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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?
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A Tale of Three Leaders – What’s YOUR Diagnosis?
Once upon a time (about a week ago), a CRO, a sales leader and a presales leader reached out to me. They said their sales and presales processes were “sometimes adequate”, but there were problems…
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Webinar Recording: The Evolution of PreSales with Natasja Bax
Vivun hosted this event – you can find the recording here...
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Upcoming Great Demo! Public Workshops
North America June 7-9, 2022 (Virtual) EMEA July 4-5 (Face-to-Face) EMEA September 6-8 (Virtual)
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Doing Discovery Tip: Relationship Building
One of our objectives in discovery is to build trust with our prospects. A simple and effective method is to find common ground – something that is a combination of being relatively unique yet shared.
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Presales Tools Summary – April 2022
Here is a listing of presales tools that we’ve explored, including a paragraph from the vendor and our comments for many of these offerings.
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Book Recommendation: Think Again: The Power of Knowing What You…
This terrific book provides refreshing and provocative insights into ourselves and into our interactions with others...
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Webinar Recording: How to Truly Engage Customers During Product Demos
We explored best (and worst!) practices for driving interactivity in demos delivered over the web.
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Webinar Recording: Anatomy of a Discovery Conversation
In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This won’t be your standard…
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Upcoming North America Great Demo! Public Workshop
Our next North America Great Demo! Virtual Public Workshop is now scheduled for June 7-9. You can find registration and additional information here...
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Making Numbers Count: The Art and Science of Communicating Numbers…
Making Numbers Count offers tools and methods to make sense of numbers – a set of skills that customer-facing teams should embrace!
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No Decision Outcomes Make Up ~45% of All Forecasted Opportunities…
No Decision outcomes make up ~45% of all forecasted opportunities in software sales. Why should you care?
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DEMOFEST 2022
This year’s DEMOFEST lineup looks terrific – here is how to register. Looking forward to seeing you there!
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“Bits About Books” Interview
This 50-minute interview explores the Great Demo! founding story and origins of the book, plus descriptions and explanations of many Great Demo! concepts.
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Real Fake Names Tool for Demos and POCs – A…
Here’s a tool that generates realistic name, address, and related information for use in demos, POCs, and other processes...
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Webinar Recording – “How PreSales Can Run More Effective Evalutions”
Great Demo!'s Peter Cohan joined Brett Crane, VP of PreSales at Vivun, for a conversation on “how to execute evaluations with better outcomes while protecting your time and resources”.
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What Can Demos Learn from Music?
Musicians employ a number of tools to engage audiences that can be applied directly to demos...
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Unqualified Demos? Be Concerned. Be VERY Concerned!
In Consensus’ illuminating 2022 Sales Engineering Compensation and Workload Report, a frightening insight was revealed...
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Stunningly Awful Demos – Buying It Back
Have you ever been in a situation where your prospect said, “In your demo, you showed us a bunch of stuff that we’ll never use – and we don’t want to pay for capabilities that…
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Demos: “It’s Slow Today Because…”
How many times have you heard a presenter say, in a demo, “It’s slow today because…”? Likely hundreds! Here’s a quick cure for that frightening phrase…
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Wrong Technique for Demos?
Michael Jordan once said, “You can practice eight hours a day, but if your technique is wrong, then all you become is very good at shooting the wrong way.” The same is true for software…
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Upcoming Great Demo! Public Workshops
We’ve added a new, additional EMEA Great Demo! Virtual Public Workshop as the March 8-10 was oversubscribed! The new session will take place February 28 – March 2.
