EN 
ES Great Demo!
Webinars
Storytelling Analogies and Metaphors – Webinar Recording & Highlights
For the first Great Demo! webinar of 2025, we have Kirk Taylor as a guest speaker who helped us grasp the concept of storytelling ...
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 – ...
Creating Demos That Sell: Leveraging AI to Win Over Customers
I’ll be joining the fine folks at PuppyDog.io for this exploration of proven practices and cutting-edge technology: Wednesday November 13 at 9:00 AM Pacific ...
Webinar Recording – This Was a Good One: Seven Validated Habits for Stunningly Successful Demos!
You can find the recording here! “You’ve prepared, you’ve practiced, you’ve poured your heart into your demo… and still, no sale. What gives? Peter ...
Mastering Sales Negotiation – Webinar Recording & Highlights
In this session, Ron Hubsher and Paul H. Pearce discussed equipping sales professionals with the skills to negotiate effectively without creating conflict. They emphasized ...
Achieving SEAMless Sales – Webinar Recording & Highlights
The art of presales and sales collaboration is not a perfect system. As it stands, there are still a lot of things that need ...
Mastering Virtual Presence and Engagement for Sales Success – Recording & Highlights
In our most recent workshop, Julie Hansen and Paul H. Pearce dived into the common challenges that software sales professionals faced when the world ...
Seven Levels of Stunningly Successful Discovery – Webinar Recording!
From the fine folks at Cloudshare: “Discovery is the most important part of the presales process. Done effectively, discovery is the key to delivering ...
Sales-Led Discovery – Webinar Recording & Highlights
Industry experts Peter E. Cohan, Graham Kelly, and host Paul H. Pearce shared practical techniques for better discovery questioning and linked those techniques to ...
Upcoming Webinar: Seven Levels of Stunningly Successful Discovery
“Everything else being equal, the vendor that does a better job in doing discovery will win the business…” This quote is from the head ...
Gosh – Top Ten at Demofest
I’m amused to learn that my presentation “Seven VALIDATED Habits for Stunningly Successful Demos” was one of the top ten at Demofest. Frankly, I ...
Recording: Seven VALIDATED Habits for Stunningly Successful Demos
We explored seven validated demo success factors that lead to closed business. These approaches map delightfully to Great Demo! and Doing Discovery principles while ...
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 ...
POV Success Unlocked – Webinar Recording
In this recent webinar, we dove deep into the transformative methods from industry veterans, Brian Lewis from Homerun Presales and Brian Skrocki, CISSP from JupiterOne, ...
Maximizing Sales Impact – ValueCore.ai x Great Demo! Webinar Recording
Our session opened with an in-depth discussion on the Great Demo methodology, emphasizing its strategic approach to customer engagement through bespoke demonstrations. This methodology ...
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 ...
Dimensions of Discovery – Webinar Recording Available Now
Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact ...
Upcoming Webinar: How Much Discovery Is Enough – Or Too Much?
Join us on Wednesday November 8 at 11:00 Pacific Time as we explore a number of intriguing and surprisingly important discovery parameters, based on ...
Webinar Recording – “Discovery Masterclass”
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t ...
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: ...
Lit Fest Recording: Reduce Your No Decision Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is ...
How Much of Your Time Is Wasted in No Decision Outcomes?
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere! ...
Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is ...
DEMOFEST Recordings
Recordings are now available from the DEMOFEST sessions – many thanks to the fine folks at Consensus who facilitated the entire conference! Here are ...