“Bits about books episode #54 featuring Peter Cohan. We speak with him about his new book Doing Discovery – The Single Most Important Element of Software Sales and Buyer Enablement Processes. The episode is now #LIVE!”
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”.
“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 this session. What about discovery though?
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!
I joined the fine folks at “Tripping Over the Barrel” to explore life, liberty, and the pursuit of demo horror stories. We discussed best and worst demo practices, richly illustrated with a delightful selection of horror stories…