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Your Persona Demo is Failing! The breakdown with persona-based demos is the lack of ability to fully connect the challenges your a
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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 demos… How can you tell if your technique is wrong?
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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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Why Should a Demo Be Like a News Article?
News organizations have been presenting information for several hundreds of years, in print and now via the web, and they have learned some highly effective practices that we can employ in demonstrating software.
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Your Persona Demo is Failing! The breakdown with persona-based demos is the lack of ability to fully connect the challenges your a
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Why Structure a Demo Like a News Article?
Remember newspapers – the analog version of web-delivered news? News organizations have been presenting information for several hundreds of years, in print and more lately via the web, and they have learned some highly effective practices that we can employ in demonstrating software.
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Why Don’t They "Get It" – Are They Stupid Or…
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
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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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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
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Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
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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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What Level of Vendor Dress Is Appropriate Over the Web?…
I was watching a demo recently and noted that both vendor participants (sales and presales) were wearing T-shirts – what are your thoughts on this
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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
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Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
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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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Transition Vision - A Competitive Differentiator
Vendors who can successfully create a vision of how customers can transition from their current situation to their desired Solution will enjoy significant advantages over vendors who do not. In competitive situations, if everything else is equal, a strong Transition Vision can make the difference between winning and losing the business.
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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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Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
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Webinar Recording – 7 Levels of Discovery Skills for Communicating…
Great Demo!’s Peter Cohan joined the fine folks at Cuvama for this webinar on doing discovery and communicating value...
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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 webinar!
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Webinar Recording – The Perfect Presales Demo Environment – and… “Sorry, I don’t have an example like that in our demo system…” “No, we can’t show that
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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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Demo Diaries: Ep 034 Podcast “As A Vendor, Who Is…
This 30 min. podcast features: - The experience and epiphany that led to the Great Demo! methodology (a rather provocative story!); - Some key ideas for a “Perfect Demo Environment”; - And a discussion of why many demos fail (and how to avoid), plus a few Great Demo! fundamentals, including an good example of “Do the Last Thing First”.
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Demo Data: The Importance of Problems, Gaps, and Exceptions
I was working with a vendor on an example demo and we identified a dashboard to serve as an Illustration (a “Wow!” screen for that use case) – but while the dashboard had all the right data elements, the data itself was uncompelling. There were no problems, gaps, or exceptions exhibited. Everything looked “OK”.
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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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Why Don’t They "Get It" – Are They Stupid Or…
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
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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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Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
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Why Don’t They "Get It" – Are They Stupid Or… Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering
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Stunningly Awful Demos – Two Words to Avoid
Name two words that strike fear and terror into the hearts of customers watching a software demonstration – two words that lengthen demos and turn short, crisp pathways into journeys worthy of Norse sagas. These are, of course: “If” and “Or”.
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Two Presales in a Pod – Podcast
"2022 PreSales Predictions: Check out the Two PreSales in a Pod - Podcast festive episode."
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‘Twas the Night Before the Big Demo - A Holiday…
‘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; I’d proposed a big licensing deal with great care In hopes a big order soon would be there...
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Your Persona Demo is Failing! The breakdown with persona-based demos is the lack of ability to fully connect the challenges your a
-
Why Don’t They "Get It" – Are They Stupid Or…
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
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What is Presales Series: Presales is the Secret to Shorter…
Learn “The 7 Habits of Stunningly Successful Demos” from speaker and author Peter Cohan to ensure you are engaging prospects, fast-tracking deals, and putting competitors on their heels from the first meeting. Learn how the data generated throughout the technical selling process can unlock secrets to shorten sales cycles from Vivun CEO Matt Darrow.
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What's the Value of Better Demos
For the clueless, not a thing. But for those who are awake and aware, better demos are exceptionally valuable…
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Why Structure a Demo Like a News Article? Remember newspapers – the analog version of web-delivered news? News organizations have been pres
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Why Don’t They "Get It" – Are They Stupid Or…
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
-
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
-
Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
-
Your Persona Demo is Failing! The breakdown with persona-based demos is the lack of ability to fully connect the challenges your a
-
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
-
Why Did They Buy?
Here’s a novel idea: Go visit your new customers four or five months after they purchased your software and after they have deployed it into production use. Ask them, “How are you using our software? What applications have you implemented? What value are you receiving?”
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When is the Right Time to Demo?
Have you ever wondered what the best time of day is to perform a demo…
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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, the
-
Why Should a Demo Be Like a News Article?
News organizations have been presenting information for several hundreds of years, in print and now via the web, and they have learned some highly effective practices that we can employ in demonstrating software.
-
Why Structure a Demo Like a News Article?
Remember newspapers – the analog version of web-delivered news? News organizations have been presenting information for several hundreds of years, in print and more lately via the web, and they have learned some highly effective practices that we can employ in demonstrating software.
-
When is the Right Time to Demo?
Have you ever wondered what the best time of day is to perform a demo…
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Vision Generation Demos What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s m
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Stunningly Awful Demos – Two Words to Avoid
Name two words that strike fear and terror into the hearts of customers watching a software demonstration – two words that lengthen demos and turn short, crisp pathways into journeys worthy of Norse sagas. These are, of course: “If” and “Or”.
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Stunningly Awful Demos - The Great Demo! Top Ten List…
Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure. We recommend that you avoid doing these things!
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The Meaningless-Filler Gratuitous-Phrases Vocabulary List
Have you ever been listening to someone else’s demo and found yourself annoyed or distracted by their wasted words and meaningless fillers?
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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 Metapho
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Using Analogies and Metaphors (and More) in Demos
Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos. Some examples are very effective, others could be improved… Let’s explore!
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Too Complex – A True Demo Disaster Story
Here’s the true story of how a demo directly resulted in the loss of $245,000 from an order. It’s also a stunning example of why not to show all those neat, cool features…
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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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Why Structure a Demo Like a News Article? Remember newspapers – the analog version of web-delivered news? News organizations have been pres
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Why Don’t They "Get It" – Are They Stupid Or…
Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um, hmmm, looks interesting; we’ll get back to you later…” (and you never hear from them again)?
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Webinar Recording – What is Presales Series: Presales Is the…
Buyers want experts. In today’s world of product-led sales there has never been a bigger opportunity or risk in leveraging the presales team. The companies who can use their technology to tell a captivating story, while understanding the technical selling patterns that lead to deals, will simply grow faster than their peers.
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Vision Generation Demos
What is a Vision Generation demo? It is just enough demo to generate a vision in the customer’s mind that a solution to a business challenge is possible – and to enable a Discovery conversation to take place.
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“Getting to Great: Coaching for 7 Habits for Stunningly Successful… Traditional-average demos – and traditional-average demo delivery – are simply insufficient toda
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Webinar Recording – What is Presales Series: Presales Is the…
Buyers want experts. In today’s world of product-led sales there has never been a bigger opportunity or risk in leveraging the presales team. The companies who can use their technology to tell a captivating story, while understanding the technical selling patterns that lead to deals, will simply grow faster than their peers.
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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 Great Demo! principles for the unexposed and an excellent refresher for current Great Demo! practitioners.
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Webinar Recording – Delivering Successful Hybrid Demos
Great Demo!’s Julie Hansen joined the Consensus crew for this webinar...