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Podcasts
SaaS Backwards Episode 155 – You’re Probably Doing Discovery Wrong—And It’s Costing You Deals
“Most sales teams think they’re great at discovery. The reality? About 80% are getting it wrong—and it’s the single biggest reason why deals stall, ...
Congrats You Just Gave a Horrible Demo!
Excellent and amusing summary of key Great Demo! ideas in a 39-minute podcast! https://digitalwildcatters.com/podcasts/what-the-funk/ Type “Cohan” in the search box and choose episode 13 ...
The SaaS Backwards Podcast and Great Demo!
Why Your Demos May be Costing You Deals I joined the fine folks at Austin Lawrence Group for this 35-minute conversation: 00:45 Provocative Questions! ...
Demos, Discovery, and AI: Fireside Chat Recording
Great weekend listening: We unpacked a lot in this 47-minute conversation! Minutes:Seconds 00:30 Welcome and background 02:15 How and why Fahad founded PuppyDog.io – ...
Storytelling: An Intriguing Take, with a Real-Time Experiment!
“We had a great discussion with Peter Cohan talking about the ONE topic he’s hearing right now in his conversations. It’s Storytelling! Listen in ...
Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?”
I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session: “Join us as we talk with Peter Cohan, author of The Great ...
Coffee with Sales Engineers!
“Discovering the Journey and Wisdom of a Sales Engineering Legend: Peter Cohan In this insightful episode of Coffee with Sales Engineers, we sit down ...
Diary of a Sales Engineer: Engaging Conversation!
From the diarists: “This week on Diary of a Sales Engineer, Ryan Krueger and I had the honor and privilege to sit down with ...
Critical Business Issues: A Brief Exploration of What, Why, When, and How
Check out this 4.5-minute video that examines the importance and use of Critical Business Issues in sales and buyer enablement processes. Many thanks to ...
Demo Caffeine!
“Ready to transform your demos from “show up and throw up” to decisive deal catalysts?” I joined Tom Pisello the “ROI Guy” and April ...
Demo Jockeys Interview Part 2 – Doing Discovery
I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 2 of ...
Rev Shots: What Is Lead Churn? (And How to Capitalize on Others’ Mistakes!)
I joined the fabulous Dionne Meyer of Inside Sales by Design for this 25-minute Rev Shots discussion – here is Dionne’s summary: “Wow! Our ...
Demo Jockeys Interview – Doing Discovery
I joined the fabulous folks at the Demo Jockeys for a discussion of the Doing Discovery book. Here’s a timeline for part 1 of ...
Bits About Books – Great Demo! Third Edition Conversation
From the host: “Bits About Books episode #70 featuring Peter E. Cohan, is now live. We welcome him back to BAB and speak with him about ...
Two Presales in a Pod – Digging into Discovery
How much discovery is enough, and is a disco demo a good thing or bad thing? Peter Cohan joined legume-man Adam Freeman for this ...
Interview: The importance of Discovering Critical Business Issues
Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored: ...
The Sales Hustle Podcast – Great Demo! & Doing Discovery Insights
“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of: Intro – with a reverse! Experiences ...
Considering Presales? Interviewing? Newly Hired? Check Out This Path to Presales Podcast
I joined Matt Madden for this 1-hour exploration of your first few steps into presales and opportunities to accelerate your journey. We discussed: The ...
Two Presales in a Pod – Podcast Recording – Champion Enablement
If you are hungry for more recordings, here is a wonderful appetizer for you: Episode 66 – Champion Enablement. From the Legumes: “This episode ...
30 Doing Discovery Insights: The Tony Moze Podcast – How to Do Discovery in Sales & Presales
I joined Tony Moze for this 65-minute exploration of: Why I wrote Doing Discovery “It’s not what I know, it’s what they tell me…!” ...
Podcast: 23 Nuggets from Doing Discovery – Technically Sold
I joined Julien Emery of Technically Sold and Superpanel for this 55-minute discussion about Doing Discovery. (Note: I am NOT responsible for the title ...
Gondola.ai Discovery Video Interview
You’ll note that the conversation includes many of the key discovery elements introduced in Doing Discovery. You can find this 27-minute interview here!
Bits About Books – Doing Discovery Interview
“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of ...
Two Presales in a Pod – What Is Lead Churn?
In which we explore stories of the horrors of “Lead Churn” (and some solutions).
Lead Limbo? – Burning Presales Podcast
ow do you qualify good prospects and deal with people 'just browsing'?