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Stunningly Awful Demos: Insufficient Customization
Are your current demos sufficiently customized, from your prospects’ perspective? What more customization could you do to improve your demo effectiveness?
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Great Demo! Webinar Topics – Poll
We’ve had a number of requests for various webinar topics – let us know which are of most interest to you…!
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Dealing with “Just Show Me a Demo”? Here Are 7…
Far too often, prospects demand, “Just show me a demo…” when we know the correct approach is to invest, mutually, in a substantive discovery conversation. But how do we convince prospects to make this change?
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Webinar Recording: Fabulously Successful Presales/Sales Partnering Principles
"Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win scenario for sales, presales, and customers?
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Differentiating?
I find it fascinating that so many vendors include a slide (or two) in their corporate overview decks on “How We Are Different”…
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Solutioning?
Intriguingly, in spite of job titles that include Solutions Consultant, Solutions Architect, and Solutions Engineer, there is little discussion of the associated skill of solutioning and its impact on a broad range of other presales…
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Upcoming Great Demo! Virtual Public Workshops
Registration is now open for our next EMEA and North America Great Demo! Virtual Public Workshops: North America November 17-19 EMEA November 30 – December 2
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We Rarely Try Something New…
While many folks are aware of the annotation tools in Zoom and Webex, etc., they are very rarely used in virtual demos or presentations. Why?
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Great Demo! Supporting the PreSales Academy
The Great Demo! team is delighted to announce a relationship with the PreSales Collective to provide and teach Great Demo! methodology elements for key sections of the PreSales Collective’s PreSales Academy. Specifically, the PreSales Collective…
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Avoiding Harbor Tour Demos: “Ifs”
When you find yourself using "If" early in your demo you are likely embarking on a Harbor Tour – and the more “ifs”, the longer the Tour!
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How to Rake Your Way into the Future of Presales
Keeping up with the rollercoaster of changes, or ‘new normals’ if you will, is something we’re all facing in the middle of this COVID-19 commotion. But for presales in the IT and software industry it…
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Presales Metrics – What to Measure and Why
Presales has entered a renaissance, enjoying increased visibility, emerging tools and communities, and cataloging of know-how and best practices. This is the perfect time to rethink your vision for your organization (or your personal vision),…
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Great Demo! Chat Recording: XO: eXtraordinary Outcomes – Episode 34
“We found the origins stories [about the methodology and the book] interesting, but the next sections were particularly useful, as you described and developed many of the Great Demo! key ideas. The segment on Vision…
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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.
